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Chapter 1: Exercising Influence

1.1 Introduction

Look at the infographics and try to define what INFLUENCE is.

Influence means moving someone to action without the use of direct power, control, or coercion. Influence is behavior used with the conscious intention of achieving a result. If it is done well, the other person feels respected and makes a personal decision to take the action.” (Barnes, 2007)

Read and compare definitions. Click on each term to view its definition.

Power is an “asymmetric control over valued resources in social relations”. (Magee, Galinsky, 2008). These resources may include: individual’s role, job, status, power delegated from a group, information, skill or expertise, reputation for achievements and ability to get things done, relationships and mutual obligations, moral authority and personal power, based on self-confidence and commitment to an idea, material goods such as money, office space, car, etc. (Barnes, 2007)

Manipulation is getting someone to take action or agree to something by using dishonest or hidden means. Usually the person who is manipulating benefits from the action and it may be against the interest of the manipulated. While influence is done in the open and means treating people with respect and offering them a choice. (Barnes, 2007)

Communication is moving information from one mind to another.

Influence is based on communication and means getting another person or group to take action, without the use of direct power. (Barnes, 2007)

Now, look below and analyse the distinction between communication, influence, manipulation and power.
POWER MANIPULATION COMMUNICATION INFLUENCE
Result Present Present 50/50 Present
Relationship Can destroy Destroys Not affected Builds
Respect May be present Not present Not influenced Present
Psychological
position 		Domination Domination Symmetry Symmetry
Motivation External External Internal if any Internal
Intentions ? Impure Unknown Pure
Quick assessment. Read the following example and mark the correct answer.

Chapter quiz

Quiz question /

HR Director to his subordinate: “You will go to that meeting next Thursday with this training company we have chosen to do trainings for us.”
Sub: “Why?”
HR: “Because I am your boss and I’m telling you to do it.”

This is an example of:
HR Director to his subordinate: “We have a meeting next Thursday with this training company we have chosen to do trainings for us.”

This is an example of:
A shopper in a supermarket is approached by a hostess saying that she has a gift for him. She says that he will receive a bottle of expensive perfumes completely for free. Then she takes a bag into which she packs the gift bottle together with another one and hands it over to the man saying that the 1st bottle is free if he buys two bottles.

This is an example of:
HR Director to his subordinate: “We have a meeting next Thursday with this training company we have chosen to do trainings for us. If you go to that meeting you can leave early on Friday.”

This is an example of:


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