Chapter 7 Influencing Others 管理沟通双语课件.pptVIP

Chapter 7 Influencing Others: EInterpersonal Persuasion Learning Objectives When you have finished this chapter you should be able to: Relate communication to attitudes and values. Recognize the difference between attitudes and values. Explain the difference between instrumental and terminal values. Describe the components of attitudes. Discuss Fritz Heider’s balance theory as a model of attitude change and point out some of the limitations of Heider’s model. Explain how people resolve imbalances. Explain some of the variables that determine which persuasive strategy is selected and describe the relationship of power to interpersonal influence. Define compliance-gaining strategies and give an example. Give an example of a compliance-resisting strategy. Discuss ways to improve your skills in influencing others. A classmate closely follows you out of the classroom and in the hallway asks to borrow your notes to study for an upcoming exam. Since this classmate is someone you would like to know better, since you were not planning to review your notes tonight, and since, at least from all outward appearances, you think you can trust this person, you comply with the request saying, “All right, but please bring them back to class tomorrow so I can use them tomorrow night.” You are seated in the no-smoking section of a restaurant. At the table next to you a man and a woman sit down to talk. Both proceed to light up cigarettes. You try to make eye contact so you can point out the “No Smoking” sign, but you are unable to do so. You gather up your courage, go find the manager, and explain the problem. The manager approaches their table, points to the “No Smoking” sign, and asks the couple to move. They comply. A member of your work team is loafing, goofing off, and not doing his fair share of the work. All other members of t he problem but do not confront the person. They do his share of work so the team can continue. Because much of the additional work has fall