Students: Chapter 12
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In Print
Hogan, K. (2000). The science of influence: How to get anyone to say “yes” in eight minutes or less.Hoboken, NJ: Wiley.
This book synthesizes scholarly research with real-world experiences to reveal the secrets that will turn a “no” into a “yes.” Techniques and strategies for influencing others are presented, including: how to reduce resistance, send and decode nonverbal behavior, build credibility, and be persistent without being a pain.
Carnegie, D. (1998). How to win friends and influence people.New York: Simon and Schuster.
Dale Carnegie’s best seller, originally published in 1937, highlights the ability to express ideas, provide leadership, and arouse enthusiasm in others as the cornerstones of interpersonal influence and success. In this book, you learn how to make people like you, win people over to your way of thinking, and generate change in others without creating offense.
On the Web
http://www.coachingandmentoring.com/Quiz/Influence6e.htm
This website allows you to complete a quiz to identify the influence strategies you typically use in an organizational setting. The results of the quiz reveal three categories of tactics that people use to persuade others: collaboration/consultation, rational persuasion, and use of authority. It also describes the way that people are likely to respond to your influence tactics.
http://www.thecoolspot.gov/right_to_resist.asp
The U.S. Department of Health and Human Services launched this website to inform teens about underage alcohol consumption and to provide them with resistance strategies that can be used to resist peer pressure to drink. Click on the links to “Know your No’s” and “Pick your No’s” for sample resistance strategies to peer influence.
On Film
Reitman, J. (Director). (2006). Thank you for smoking [Motion picture].United States: Room 9 Entertainment.
This satirical comedy follows the lead character, Nick Taylor, who is the chief spokesperson and lobbyist for the tobacco industry. In an age when Americans are vehemently anti-smoking, Nick is a talented speaker who spins arguments to defend the tobacco industry in the most difficult situations. Through his interpersonal influence tactics he is able to promote cigarette smoking in a time when the health hazards of smoking are too plain to ignore.
Soderbergh, S. (Director). (2000). Erin Brokovich [Motion picture]. United States: Jersey Films.
This film is based on the true story of an unemployed single mother who single-handedly brings down a California energy company that was polluting the water supply. Throughout the film, Erin uses her interpersonal influence skills to get a job working on the case and eventually win a huge lawsuit.