Chapter 15- Communicating and influencing

estimated prevelance of meetings/emails

• 22% of daily tasks involve meail

• 361 Billion a day

• 15% are spam

• 73 emails a day for our dear professor

• people average 3 meetings a day

• about 1 hour a meeting

Nonverbal behaviors/effects

you know what a nonverbal behavior is. and the effects are easy to infer if you have a brain and haven’t been recently kicked by a horse

email communication tips

• be clear and consiese

• use subject line effectivly

• rarely use graphics/attachments

• never assume privacy

• inform recipiant about replying

• business email to read like a letter

resistance

no change in behavior, avoid request

complience

change in behavior, bo change in attitude

acceptance

change in behavior, change in attitude

US persuesion methods (cultural differences)

• rational persuesion

• exchange

• integration

  • deceptive tactics

China persuesion methods (cultural differences)

• rational persuasion

• integration

• coalition

• Gifts/favors

perception processes

Upon enountering a stimuli

1. attention to stimuli

2. organization (incoperate info into existing knowledge)

3. interpretation

   1. attach meaning to new knowledge

4. retention

   1. remeber interpreted info

selective percetion

tendency to notice and accept stimuli consistant with your beliefs

closure

tendency to fill in gaps with missing info; can be wrong

communication process

1. sender has message

2. sender encodes message

3. sender transmitts message via communication channell

4. reciever recieves message

5. reciever decodes message

6. reciever understands message