Increasing Your Influence

Lisa Slattery WalkerLeadership UNC CharlotteJanuary 15, 2014

OverviewInfluence and PersuasionNonverbal Negotiation

Influence and Persuasion

InfluencePressure to conform, especially

applied to newcomers and in cohesive groups

Attitude change versus compliance

Importance of appearance

Being liked versus being seen as competentTo be liked: show interest, smile,

nod, listen more than you talk, maintain eye contact, pay compliments, point out similarities

To be seen as competent:◦Be liked◦Make someone else seem competent

Other paths to influenceBe group-oriented, not self-

servingApologize when appropriateSelf-discloseAllow yourself to be influenced

PersuasionEffectiveness of persuasive

messages depends on:◦The source◦The message◦The target

Nonverbal Negotiation

The Power of Body LanguagePosture and Stance

◦Stand or sit up straight◦When seated, place both feet flat on

the floor◦Lean forward◦Don’t cross your arms

Hands◦Don’t touch your face◦Keep both hands out in the open◦Do not grip or clasp your hands

The Power of the EyesDO:

◦Make direct eye contact◦Smile with the eyes as well as the

mouth◦Watch the pupils of their eyes

DON’T:◦Stare or glare◦Look away when someone is talking

to you◦Roll or rapidly move your eyes◦Blink often

Internal and External PowerTo increase external power:

◦Keep the negotiating environment appropriate

◦Be dressed and groomed appropriately

◦Speak slowly and clearly◦Lower your voice tone◦Be courteous

Internal and External PowerTo increase internal power:

◦Practice several times◦Be thoroughly prepared. Think

through contingencies◦Have everything you need with you◦Truly believe in yourself