
Promotional poster for the 1957 film Twelve Angry Men. The jury retires to deliberate, and right away it's 11-1 to convict, but one dissenter gradually brings the rest around. Watch it for the drama, or watch it to learn something about groupthink, leadership, team conflict, influence, and team dynamics. Director: Sidney Lumet. Lee J. Cobb, Henry Fonda, and many more greats. 1957. DVD: 96 min. Order from Amazon. Image courtesy Wikimedia.
To influence is to have an effect on people that helps to determine their actions, behavior, perceptions, or attitudes. The opposite of influence is to have no effect. But most of us regard influencing others as bringing their actions, behavior, and views more into line with our own. The opposite of that sense of influence would then be inducing others to adopt positions that contradict our own.
Because I know of no English word for that kind of influence, I'll call it anti-influence. Like influence, anti-influence can be abused, but let us consider only unintentional anti-influence.
Especially in knowledge-oriented workplaces, anti-influence can be costly, when groups engaged in collaborative problem solving might reject contributions that could have led to brilliant solutions. How does this happen?
One widely used framework for studying influence consists of six principles of persuasion developed by Robert Cialdini. For each of the six, I suggest below how they can lead to anti-influence.
- Reciprocity
- To use reciprocity, the influencer induces in the target a sense of indebtedness by means of gifts or favors.
- If someone frequently fails to reciprocate, others may develop resentments. Then later, when the nonreciprocator tries to influence the team, suspicion and resentment can block adoption of any of the nonreciprocator's suggestions.
- Commitment and consistency
- People like to see themselves as consistent — that they follow through on their commitments.
- If an Especially in knowledge-
oriented workplaces,
anti-influence can be costlyanti-influencer is known for inconsistency, and not following through, others might develop distrust. The probability of rejection of his or her contributions is then elevated, however obviously correct they might be. - Social proof
- When we're uncertain, we seek confirmation of our choices by observing what others do.
- Most companies, departments, and work groups loathe being the first to adopt a practice. And if someone who's widely disrespected advocates a position, that disrespect affects how people assess the advocated position, likely due, in part, to the halo effect.
- Liking
- People we like, especially people who are like us, or whom we find physically attractive, are more effective influencers — for us.
- If someone is widely disliked, when that person tries to influence the team to adopt a position, that dislike affects how people assess the advocated position, likely due again, in part, to the halo effect.
- Authority
- People respect authority. At work, the emblems of authority are rank and professional respect, often indicated by office location, size, and furnishings.
- People of low rank, or who are new to the organization or to the subject matter, or who lack elite professional credentials, have a more difficult time gaining adherents to their positions, however correct they may be.
- Scarcity
- The principle of scarcity is that the more rare and difficult-to-obtain something is, the more it's valued.
- Those who offer their opinions and thoughts too liberally are more likely to find them ignored or even opposed.
Watch for behaviors that might confer anti-influencer status. Once you identify anti-influencers, you're better able to assess their contributions objectively. Top
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Related articles
More articles on Workplace Politics:
The Advantages of Political Attack: I
- In workplace politics, attackers sometimes prevail even when the attacks are specious, and even when
the attacker's job performance is substandard. Why are attacks so effective, and how can targets respond
effectively?
Appearance Antipatterns: II
- When we make decisions based on appearance we risk making errors. We create hostile work environments,
disappoint our customers, and create inefficient processes. Maintaining congruence between the appearance
and the substance of things can help.
Some Consequences of Blaming
- Both blame-oriented cultures and accountability-oriented cultures can learn from their mistakes. Accountability-oriented
cultures learn how to avoid repeating their mistakes. Blame-oriented cultures learn how to repeat their
mistakes.
Self-Importance and Conversational Narcissism at Work: II
- Self-importance is one of four major themes of conversational narcissism. Knowing how to recognize the
patterns of conversational narcissism is a fundamental skill needed for controlling it. Here are eight
examples that emphasize self-importance.
Exhibitionism and Conversational Narcissism at Work: II
- Exhibitionism is one of four themes of conversational narcissism. Here are six patterns of behavior
that are exhibitionistic in the sense that they're intended not to advance the conversation, but rather
to call the attention of others to the abuser.
See also Workplace Politics for more related articles.
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