Influencing Others for InfluencingOthersfor EffectiveChange

SusanHutchison,MA BPHOfficeofNutritionServices

Persuasionisaboutchangingwhats g g goingoninsideofus,asopposedto changingourbehavior.

BenefitsofArguing
1. 2. 3. 4. 5. 5 6.

Stimulatescuriosity Increaseslearning Reducesegocentricthinking R d i hi ki Improvessocialperspectivetaking Stimulatescreativity Stimulates creativity Enhancesqualityofdecisionmaking

WhatDoesAGoodArgumentLookLike?
1. 2. 3. 4.

Showswhatpositionapersonholds p p Allowsotherstopresenttheirpointofview Helpsarguersreachandunderstandnewviews Doesnotstomponpeople

SixRulesofInfluence(CLARCCSCues):
1. 2. 3. 4. 5. 5 6. Comparison Liking g Authority Reciprocity Commitment/Consistency Scarcity

Delivery
HOWyousayit,notWHATyousay
1. 2. 3.

Influencesourmentalstate Affectsreceiverscomprehensionofinformation Influencesourcredibility

Delivery
Voicequality Voice quality Eyebehavior Eye behavior Nonverbalmovements

ConstructiveArgument
Fourwaystodealwithcontroversy
1. 2. 1. 2.

Inform Persuade Argue Avoidance

FacesofConstructiveArgument FacesofConstructiveArgument

Assertiveness and Argumentativeness

FacesofDestructiveArgument FacesofDestructiveArgument

VerbalAggressiveness And Hostility

Actualargumentinvolvespresentinganddefendinga positiononacontroversialissueandattackingthe positionsotherstake. positions others take Therearenoattacksonotherspersonallytohurtthemor p y tomakethemquestiontheirselfworth.Thisistheshift tomakethemquestiontheirself fromconstructivetodestructiveargument.

VerbalAggression(VA)
Characterattacks Teasing Competenceattacks Insults Maledictions Backgroundattacks Background attacks Physicalappearanceattacks Ridicule Profanity Threats Th Nonverbalindicators

VAEffects
Damagedselfconcepts Hurtfeelings Anger Irritation Embarrassment RelationshipDeterioration Relationshiptermination Physicalviolence Psychopathology Disdain Sociallearning Argumentativeskills deficiency

StrategiesforControllingVerbalAggression(VA) StrategiesforControllingVerbalAggression(VA)
1. 2. 3. 4. 4 5.

Leavetaking MakethedistinctionbetweenanargumentandVA k h d b d AskhimtojustifyusingVA Appealtorationality Appeal to rationality RefusetoreciprocateuseofVA

TheInventional TheInventional System

Hereshowwedoit
PeanutButterSodaCrackers Peanut Butter Soda Crackers
1. 2. 3. 4.

Problem Blame Solution Consequences

Problem
1. 2. 2 3.

Signsoftheproblem? i f h bl ? Specificharm? Specific harm? Howwidespreadistheharm? p

Blame
1. 2. 3.

Causeoftheproblem? Ispresentsystematfault? Shouldpresentsystembechanged?

Solution

1. 2. 2

Possiblesolutions? bl l Whichsolutionbestsolvestheproblem? Which solution best solves the problem?

Consequences
1. 1 2.

Goodoutcomes? Good outcomes? Badoutcomes? Bad outcomes?

Howthesystemworksforyou

Analyzewhatthepersonsaystodetermine l h h d
1. 1 2. 3.

Whichof4majorissuesdidheignore? Which of 4 major issues did he ignore? Wasenoughsaidabouttheissues? Doyouagreewithwhatwassaidforeachissue? Do you agree with what was said for each issue?

FeaturesoftheInventional System(IS) FeaturesoftheInventional

Byaskingyourselfquestions,youforceyourselftodealwith theproposalinaparticularway.Becauseyouaskedthe the proposal in a particular way Because you asked the questions,youwilllikelycomeupwiththeanswer.This inducesaresponsethatmighthaveotherwisebeen undiscovered. di d Researchhasshownthatpeoplewhouse Research has shown that people who use theISdiscoveredargumentswhich otherpeopledidnotrealize. p p

ManagingInterpersonalRelationships

1. 2. 3.

Wearguebecause b Argumentconstructivelyservesarelationshipbykeeping itinteresting it interesting Itcreatesmoreunderstandingbyimprovingsocial perspectivetaking Itstimulatespeopletogrowtogether

StrategiesforManagingRelations
1. 2. 2 3. 4. 4 5. 6. 7. 8.

Reaffirmyouropponentssenseofcompetence Allowyouropponentstofinishwhattheyresaying Allo o r opponents to finish hat the re sa ing Emphasizeequality Emphasizesharedattitudes Emphasize shared attitudes Showopponentsyouareinterestedintheirviews Useasomewhatsubdued,calmdelivery Controlthepaceoftheargument Allowopponentstosaveface

AnalyzingYourAdversary
UnderstandingLatitudesofAcceptance&Rejection: 1. Wehavecategoriesofjudgmentbywhichweevaluate persuasivepositions persuasive positions 2. Whenwereceivepersuasiveinformation,welocateitonour categoriesofjudgment 3. Ourlevelofegoinvolvementaffectsthesizeofourlatitudes 4. Wetendtodistortincominginformationtofitourcategoriesof j g judgment 5. Smalltomoderatediscrepanciesbetweenouranchorpositions andtheoneadvocatedwillcauseustochange;large discrepancieswillnot discrepancies will not

l b l Vocal&NonverbalPresentation ofYourArgument

1.

Slowyourrate&pitchandsoftenyourvolumetonearlya l h d f l l whisper GiveattentiontoKEYwordsinsentences Responsematchwithyouropponentspattern

2. 3.

Vocal&NonverbalPresentation ofYourArgument
NonverbalBehaviors: 1. Gestures&facialexpressions 2. UsehigherstatusNVbehavior h h b h 3. Usedirectshoulderorientation 4. Watch eye behaviors 4 Watcheyebehaviors 5. Nonverbalresponsematching

Willyouusethistypeofpersuasion

or will you use this type? orwillyouusethistype?