About This Chapter
Techniques & Tools for Influence in Business - Chapter Summary
These engaging corporate training lessons offer managers a variety of tools and techniques for improving their influence and persuasion abilities. Have your managers work through the chapter at any time to learn about social influence theories, executive presence, influence models, persuasion strategies and influencing styles.
The chapter is accessible at any time, and your managers can study the lessons whenever it's convenient. Included in the chapter are lesson quizzes and a comprehensive exam. Managers can also submit questions to our instructors if they need clarification on any of these lesson topics.
How It Helps
- Builds awareness: The chapter is designed to help front-line managers become more aware of persuasive communication tools, methods, theories and techniques.
- Describes relevant influence models: The lessons compare several types of influence models and explain their practical business applications.
- Improves communication skills: Managers who finish the chapter will be able to utilize techniques and strategies to become more influential and persuasive in the workplace.
Studying this chapter can help your front-line managers:
- Evaluate the purpose of persuasive strategies in business communication
- Assess the advantages and disadvantages of several influencing styles
- Explain psychological theories related to social influence and persuasive communication
- Define the concept of executive presence
- Describe the elaboration likelihood model of persuasion, the Johari Window model of group dynamics and the influencing without authority model
- Distinguish between minority and majority influence in group psychology
- Influence people through various types of persuasion techniques
1. Persuasive Communication: Theories, Skills & Techniques
Persuasive communication can be an effective way to change the minds and behaviors of those with whom you disagree. In this lesson, you'll learn about cognitive dissonance theory and the rational model of persuasion and how to apply them.
2. Persuasive Strategies in Business Communication
In today's business workplace, there is a need for individuals to be able to write effective persuasive messages in order to gain a support for action. There are three specific persuasive strategies that individuals can utilize in the workplace.
3. Influencing Styles: Pros, Cons & Uses
Being able to influence your employees may require a variety of styles, depending on the situation. In this lesson, you'll learn more about popular influencing styles and their pros and cons in different situations.
4. Social Influence in Psychology: Theories, Definition & Examples
This lesson offers you an overview of the various ways our beliefs, attitudes, and behaviors are influenced by other people. These other people may include family members, salesmen, advertisers, public relations experts, or even media celebrities like Big Bird.
5. The Johari Window Model of Group Dynamics
It's important to be able to work as a group, and the Johari Window can help. In this lesson, explore the Johari Window model, and test your understanding with a brief quiz.
6. What is Executive Presence? - Definition & Examples
In this lesson, we will explore executive presence. We will first define the term and, through examples, we'll learn what characteristics a leader with executive presence possesses. You can test your knowledge with a quiz at the end.
7. Influencing Without Authority Model: Definition & Overview
If you've ever needed to influence someone you don't have authority over, this lesson is for you. In it, we'll discuss the Cohen-Bradford model of influence and how it can be applied by managers.
8. Elaboration Likelihood Model of Persuasion: Central vs. Peripheral Route
The Elaboration Likelihood Model is discussed in this lesson, including the distinction between the central route and the peripheral route, examples of each route and when people are likely to take one route over the other.
9. Group Psychology: Minority vs. Majority Influence
How would you change a belief or opinion of the majority to match your own? Is it even possible? Serge Moscovici believed it is and further stated that all progress is a result of the minority influence over the majority.
10. Types of Persuasion Techniques: How to Influence People
It's easy to underestimate just how frequently we are affected by persuasion techniques. In this lesson, we discuss four of the classics: low-balling, foot-in-the-door, door-in-the-face, and scarcity. We also define and discuss reactance theory in relation to scarcity.
11. Practical Application: Self-Assessment Using the Johari Window Model
The ability to self-assess is a key skill for workplace success. Practice assessing your own personality and those of your peers using the Johari Window Model.
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