COM 225 1nd Edition Lecture 15Outline of Last Lecture I. Chapter 7II. Review of Study GuideOutline of Current Lecture I. Definition of goal competenceII. Examples of goalsIII. Types of influenceIV. Principle of influenceV. Improving goal achievement Current LectureI. What are goals?A. What we want to achieve out of communication interactions II. Examples of goalsA. Informational goal= want to share informationB. Relational goal = want to work on your relationshipC. Affective goal = want to focus on other’s emotionsD. Influence goal = want to get someone to do or think something III. Issues in influenceA. Instrumental issue - issue you are trying to work on/ goal trying to achieve B. Relational issue - what it might do to the relationship between you and the other person C. Identity issue - more about how you look, how trying to achieve your influence goal may change you These notes represent a detailed interpretation of the professor’s lecture. GradeBuddy is best used as a supplement to your own notes, not as a substitute.D. So - multiple goals can come into play in influence interactionsIV. Today’s focusA. Types of influence1. Directives - tell them what to do 2. Persuasion - efforts to change one persons mind3. Compliance-gaining - convince someone to change their behavior, make an argument to why they should change their behavior B. Note: there’s a lot in your hater that we’re not able to cover. Going to focus on one type of influence: compliance-gainingV. Principles of InfluenceA. Reciprocity - get them to do something by giving something in return 1. ex. Pre-giving2. To whom would you feel most compelled to return a favor immediately?- Your best friend- An acquaintance - this oneB. Social Proof - tend to copy/mirror/ follow majority 1. Ex. Smoky Room study - participants would sit in a waiting room alone or with another person, both conditions piped in smoke, simulating a fire trying to see how many people would report that there seems to be a fire2. What percentage of the subjects reported the smoke when they were alone? - 90%3. What percentage of the subjects reported the smoke when they were NOT alone? - 10%, tend to look at what the other person is doing before making a decision about what we should do 4. Ex. List technique, artificial lines C. Liking - ask someone to do something for us if they like us 1. Ex. Attractive people, Celebrities, Attitude similarity, incidental similaritiesD. Authority - can convince someone or something cause you have superiority over themex. clothing1. What percentage would shock someone to death? - About 60% of participantsE. Scarcity - trying to sell things, change someones behavior because they believe whatever you want the to do/buy is scarce/not that many/ time doing going to run out1. Ex. get one before they’re gone F. Consistency - want to be consistent in their thoughts, behaviors, strive for it, this exploits a persons need for consistency2. Ex. Cognitive dissonance - behaviors and attitudes don't match up- Elmo - millions want it but only put so many on the shelf, parents said they will buy it, but buy a different one- Front-in-the-door - asking someone for a small request that they don’t really want in order to follow it up with a large request on what they really want - low-ball - give someone an offer that is unrealistically to good to be true in order for you to get them to commit then you follow it up with the real offer - Car dealer ships 3. How to improve consistency- Public - other people make them hear the yes- Effortful - have to work at it, more likely to stick with yes then if it was easy to do so - VoluntaryVI. Skill-building: Goal achievementA. Nonassertiveness - unwilling to stand up for yourself or voice your opinionB. Aggressiveness - put another person down to get someone to like them C. Assertiveness - positive, want to have, stand up for yourself, willing to argue/negotiate, don’t let other people push you around, don’t do at the cost of someone else1. know your rights and those of there2. Get feedback3. Keep a diary4. Role play5. Give self-reinforcement 6. Know when to