Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 6: GROUP NORMS & ROLES
Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE
-
Upload
ed-batista -
Category
Business
-
view
601 -
download
2
Transcript of Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE
![Page 1: Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE](https://reader037.fdocuments.net/reader037/viewer/2022102811/58b898a11a28ab3e3a8b71b7/html5/thumbnails/1.jpg)
Interpersonal
Photo by Jason Eppink [link]
DynamicsEd Batista Class 7:
INFLUENCE
![Page 2: Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE](https://reader037.fdocuments.net/reader037/viewer/2022102811/58b898a11a28ab3e3a8b71b7/html5/thumbnails/2.jpg)
Discussion here for roughly an hourAn exercise in breakoutsT-group until 5:50pm & tonight
Today’s agenda
Photo by Theresa Thompson [link]
![Page 3: Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE](https://reader037.fdocuments.net/reader037/viewer/2022102811/58b898a11a28ab3e3a8b71b7/html5/thumbnails/3.jpg)
Why influencematters“I’d fire them, but…”
![Page 4: Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE](https://reader037.fdocuments.net/reader037/viewer/2022102811/58b898a11a28ab3e3a8b71b7/html5/thumbnails/4.jpg)
A premiseWe strive to gain influenceWe fear losing influenceWe don’t admit this
![Page 5: Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE](https://reader037.fdocuments.net/reader037/viewer/2022102811/58b898a11a28ab3e3a8b71b7/html5/thumbnails/5.jpg)
A premiseWe’re unclear on how to pursue it& we rarely get direct feedbackSo the topic is highly fraught
![Page 6: Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE](https://reader037.fdocuments.net/reader037/viewer/2022102811/58b898a11a28ab3e3a8b71b7/html5/thumbnails/6.jpg)
What isinfluence?Today’s assignment: The ability to help you achieve your learning goals as an individual & the ability to help the T-group achieve its goals as a whole.
![Page 7: Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE](https://reader037.fdocuments.net/reader037/viewer/2022102811/58b898a11a28ab3e3a8b71b7/html5/thumbnails/7.jpg)
What isinfluence?But what does that mean to you?
![Page 8: Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE](https://reader037.fdocuments.net/reader037/viewer/2022102811/58b898a11a28ab3e3a8b71b7/html5/thumbnails/8.jpg)
Discuss in yourtriosWhat is influence to me?
![Page 9: Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE](https://reader037.fdocuments.net/reader037/viewer/2022102811/58b898a11a28ab3e3a8b71b7/html5/thumbnails/9.jpg)
Where does itcome from?
![Page 10: Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE](https://reader037.fdocuments.net/reader037/viewer/2022102811/58b898a11a28ab3e3a8b71b7/html5/thumbnails/10.jpg)
6 principlesRobert Cialdini1. Liking2. Reciprocity3. Social proof4. Consistency5. Authority6. Scarcity
![Page 11: Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE](https://reader037.fdocuments.net/reader037/viewer/2022102811/58b898a11a28ab3e3a8b71b7/html5/thumbnails/11.jpg)
I.D. ReaderWays we give away & claim powerInsufficient assertivenessExcessive assertiveness
![Page 12: Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE](https://reader037.fdocuments.net/reader037/viewer/2022102811/58b898a11a28ab3e3a8b71b7/html5/thumbnails/12.jpg)
Discuss in yourtriosHow have I given away power or lost influence?How have I asserted power or gained influence?
![Page 13: Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE](https://reader037.fdocuments.net/reader037/viewer/2022102811/58b898a11a28ab3e3a8b71b7/html5/thumbnails/13.jpg)
Pfeffer & Cuddy
![Page 14: Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE](https://reader037.fdocuments.net/reader037/viewer/2022102811/58b898a11a28ab3e3a8b71b7/html5/thumbnails/14.jpg)
CuddyInfluence = Warmth + Strength(Establish warmth first)
![Page 15: Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE](https://reader037.fdocuments.net/reader037/viewer/2022102811/58b898a11a28ab3e3a8b71b7/html5/thumbnails/15.jpg)
…and Top Quartile in Leadership
Effectiveness
Bottom Quartile in Likeability…
1 in 2000
![Page 16: Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE](https://reader037.fdocuments.net/reader037/viewer/2022102811/58b898a11a28ab3e3a8b71b7/html5/thumbnails/16.jpg)
Touchy Feelyisn’t about being “touchy feely”
![Page 17: Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE](https://reader037.fdocuments.net/reader037/viewer/2022102811/58b898a11a28ab3e3a8b71b7/html5/thumbnails/17.jpg)
CONTEXT Learning,
Awareness,& Behavioral
Change
Experimentation,Risk-Taking,
& Vulnerability
Safety, Trust, Intimacy
Initial Conditions
![Page 18: Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE](https://reader037.fdocuments.net/reader037/viewer/2022102811/58b898a11a28ab3e3a8b71b7/html5/thumbnails/18.jpg)
CuddyInfluence = Warmth + Strength(Establish warmth first)
![Page 19: Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE](https://reader037.fdocuments.net/reader037/viewer/2022102811/58b898a11a28ab3e3a8b71b7/html5/thumbnails/19.jpg)
Discuss in yourtriosWhat has confirmed or disconfirmed this thesis?
![Page 20: Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE](https://reader037.fdocuments.net/reader037/viewer/2022102811/58b898a11a28ab3e3a8b71b7/html5/thumbnails/20.jpg)
Why It Pays To Be A Jerk
Photo by The Atlantic [link]
![Page 21: Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE](https://reader037.fdocuments.net/reader037/viewer/2022102811/58b898a11a28ab3e3a8b71b7/html5/thumbnails/21.jpg)
Why It Pays(The headline is clickbait)Being a jerk fails in the long run
To Be A Jerk
![Page 22: Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE](https://reader037.fdocuments.net/reader037/viewer/2022102811/58b898a11a28ab3e3a8b71b7/html5/thumbnails/22.jpg)
Why It PaysBut a touch of jerkiness is helpfulAnd disagreeable givers are highly effective
To Be A Jerk
![Page 23: Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE](https://reader037.fdocuments.net/reader037/viewer/2022102811/58b898a11a28ab3e3a8b71b7/html5/thumbnails/23.jpg)
Discuss in yourtriosWhen have I displayed a touch of jerkiness?When have I been a disagreeable giver?(In or out of T-group)
![Page 24: Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE](https://reader037.fdocuments.net/reader037/viewer/2022102811/58b898a11a28ab3e3a8b71b7/html5/thumbnails/24.jpg)
PfefferAmbitionEnergyFocusSelf-knowledgeConfidenceEmpathy for othersCapacity to tolerate conflict
![Page 25: Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE](https://reader037.fdocuments.net/reader037/viewer/2022102811/58b898a11a28ab3e3a8b71b7/html5/thumbnails/25.jpg)
PfefferAmbitionEnergyFocusThese are up to you
![Page 26: Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE](https://reader037.fdocuments.net/reader037/viewer/2022102811/58b898a11a28ab3e3a8b71b7/html5/thumbnails/26.jpg)
PfefferThese you can pursue in this courseSelf-knowledgeConfidenceEmpathy for othersCapacity to tolerate conflict
![Page 27: Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE](https://reader037.fdocuments.net/reader037/viewer/2022102811/58b898a11a28ab3e3a8b71b7/html5/thumbnails/27.jpg)
Influence &social identity
![Page 28: Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE](https://reader037.fdocuments.net/reader037/viewer/2022102811/58b898a11a28ab3e3a8b71b7/html5/thumbnails/28.jpg)
Influence &social identityAll US men: 15% taller than 6’F500 CEOs: 58% taller than 6’
![Page 30: Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE](https://reader037.fdocuments.net/reader037/viewer/2022102811/58b898a11a28ab3e3a8b71b7/html5/thumbnails/30.jpg)
Next stepsAn exercise, then T-group until 5:50pm & tonightWeek 7 Post-Group Assignment due Thurs @ NoonWeek 8 Readings & Class Notes on CanvasWeek 8 Pre-Class Assignment due Mon @ NoonNext class Tues Feb 28, 3pm here
![Page 33: Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE](https://reader037.fdocuments.net/reader037/viewer/2022102811/58b898a11a28ab3e3a8b71b7/html5/thumbnails/33.jpg)
StressWe desire influence Low influence is stressfulWe don’t admit it High influence is stressful
![Page 35: Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE](https://reader037.fdocuments.net/reader037/viewer/2022102811/58b898a11a28ab3e3a8b71b7/html5/thumbnails/35.jpg)
Traps“It’s just a function of airtime.”“Influence isn’t that important to me.”“This isn’t how I act in the real world.”
![Page 36: Ed Batista, Interpersonal Dynamics (aka Touchy Feely) @StanfordBiz, Class 7: INFLUENCE](https://reader037.fdocuments.net/reader037/viewer/2022102811/58b898a11a28ab3e3a8b71b7/html5/thumbnails/36.jpg)
Dynamics InterpersonalFor more:www.edbatista.com/interpersonal-dynamics.html