Group items tagged

Suppose you are preparing for a potentially contentious meeting with someone with whom you've worked closely for years. She could be a fellow manager you want to convince to support an initiative but whose position in the matter differs from yours: how do you convince that person? While coercion and logic are not effective, "relationship-raising" is. According to a 2002 psychology study by Oriña, Wood, and Simpson, before making a request for change, mention your existing relationship with the other person and any mutually-shared goals/objectives, before delivering your appeal. " Or, in the most streamlined version of the relationship-raising approach, incorporate the pronouns "we," "our," and "us" into the request. The outcome? The relationship partners exposed to this technique shifted significantly in the requested direction. Similarly, in a British longitudinal study of effective professional negotiators, researchers found that the most successful bargainers spent 400% more time looking for areas of mutuality (e.g., shared interests) than did their mediocre counterparts.

""Although a great deal of research has shown that more physically imposing individuals are more likely to acquire power, this work is the first to show that powerful people feel taller than they are," says Michelle M. Duguid, PhD ... In a series of three experiments, the researchers found a definite correlation between feeling powerful and feeling tall, and even suggest that future research may want to examine whether employers should consider placing short high-ranking workers in higher offices to raise their psychological sense of power. "Height is often used as a metaphor for power," Duguid says ... "These findings may be a starting point for exploring the reciprocal relationship between the psychological and physical experiences of power," Duguid says." Full study (free PDF): http://j.mp/yxfnPV