Term
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Definition
| is the process of applying some form of pressure in order to change other people's attitudes or behaviours: to secure their compliance, obedience, conformity or commitment |
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Term
| Influencing - not negotiation |
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Definition
not a single event: continual process
not necessarily intentional / conscious
need not involve two-way discussion
need not end with explicit agreement
need not involve compromise |
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Term
| influencing - not manipulation |
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Definition
positive influencing: non-manipulative,
persuading behaviours that demonstrate you are treating people openly, honestly and respectfully >> use of active listening, empathy, rapport, persuasion, assertiveness |
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Term
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Definition
exerting power or authority
influencees fully aware of the process
aim: to secure compliance
result: mere compliance, often resentment |
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Term
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Definition
Persuasion or interpersonal influence
Influencees may nt be consciously aware
Aim: to secure commitment / ownership
Result: positive, trusting relationship, collaboration |
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