Assignment: Compliance-gaining Strategies
Assignment: Compliance-gaining Strategies
Assignment: Compliance-gaining Strategies
Assignment: Compliance-gaining Strategies
Assignment: Compliance-gaining Strategies
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Compliance-gaining strategies are the verbal tactics used to influence others in face-to-face encounters. In the interpersonal context, use “friendly persua- sion”—positive strategies that put you and the other party in a positive frame of mind. As a leader in the organizational context, take a rational yet flexible approach. Offer reasons for compliance but switch tactics when appropriate.
• Avoid hard tactics like applying pressure or appealing to authority, whenever possible. These strategies may gain compliance but often at the expense of long-term commitment. Whenever possible, use a combination of soft tac- tics (consulting with others, pointing out benefits, putting the other person in a good mood, arousing enthusiasm), which often work better together than alone. However, be careful not to mix incompatible strategies like applying pressure while trying to put the other person in a good mood.
• Argumentation involves controversy and extended discussion over issues. Never confuse argument with verbal aggression, which attacks the self- worth of others. Argumentation produces a wide array of positive outcomes; verbal aggression is destructive.
• In order to sway others to your point of view, you will need to avoid aggres- sion and to develop argumentative competence. Argumentative competence consists of stating the controversy in propositional form, inventing argu- ments, presenting and defending your position, attacking other positions, and managing interpersonal relations.
Hackman-Johnson 6E.book Page 193 Tuesday, March 12, 2013 12:54 PM
194 Chapter Six
• Negotiation is back-and-forth communication aimed at reaching a joint deci- sion when people are in disagreement. The most effective negotiations gener- ate solutions that benefit both parties. To reach integrative (win-win) agreements, you’ll need to build a cooperative atmosphere, take the perspec- tive of the other person, and view the discussion as a problem-solving process.
• Joint problem-solving negotiation involves separating the people from the problem, identifying the interests of each party, brainstorming options for mutual gain, and basing the settlement on objective criteria.
• As a leader, you’ll need to resist influence as well as exert it. Mental short- cuts can lead to poor choices. Be prepared to resist manipulative influence tactics that appeal to: the principle of reciprocation (give and take), the desire for consistency, social proof/validation (looking to others), liking, authority, and the principle of scarcity.
APPLICATION EXERCISES 1. Evaluate Your Credibility
Rate your credibility on form 1 below. You may want to evaluate yourself based on your image in a particular situation. For example: how competent, trustworthy, and dynamic do you appear in class or at your job? Next, have someone else rate you on form 2, while you evaluate that person. After you have finished your evaluations, discuss your reactions to this exercise. Were you surprised at how your partner rated you? Pleased? Displeased? Why did you rate yourself as you did? Would others rate you the same way?
You must proofread your paper. But do not strictly rely on your computer’s spell-checker and grammar-checker; failure to do so indicates a lack of effort on your part and you can expect your grade to suffer accordingly. Papers with numerous misspelled words and grammatical mistakes will be penalized. Read over your paper – in silence and then aloud – before handing it in and make corrections as necessary. Often it is advantageous to have a friend proofread your paper for obvious errors. Handwritten corrections are preferable to uncorrected mistakes.
Use a standard 10 to 12 point (10 to 12 characters per inch) typeface. Smaller or compressed type and papers with small margins or single-spacing are hard to read. It is better to let your essay run over the recommended number of pages than to try to compress it into fewer pages.
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Likewise, large type, large margins, large indentations, triple-spacing, increased leading (space between lines), increased kerning (space between letters), and any other such attempts at “padding” to increase the length of a paper are unacceptable, wasteful of trees, and will not fool your professor.
- The paper must be neatly formatted, double-spaced with a one-inch margin on the top, bottom, and sides of each page. When submitting hard copy, be sure to use white paper and print out using dark ink. If it is hard to read your essay, it will also be hard to follow your argument.ADDITIONAL INSTRUCTIONS FOR THE CLASS
Discussion Questions (DQ)
- Initial responses to the DQ should address all components of the questions asked, include a minimum of one scholarly source, and be at least 250 words.
- Successful responses are substantive (i.e., add something new to the discussion, engage others in the discussion, well-developed idea) and include at least one scholarly source.
- One or two sentence responses, simple statements of agreement or “good post,” and responses that are off-topic will not count as substantive. Substantive responses should be at least 150 words.
- I encourage you to incorporate the readings from the week (as applicable) into your responses.
Weekly Participation
- Your initial responses to the mandatory DQ do not count toward participation and are graded separately.
- In addition to the DQ responses, you must post at least one reply to peers (or me) on three separate days, for a total of three replies.
- Participation posts do not require a scholarly source/citation (unless you cite someone else’s work).
- Part of your weekly participation includes viewing the weekly announcement and attesting to watching it in the comments. These announcements are made to ensure you understand everything that is due during the week.
APA Format and Writing Quality
- Familiarize yourself with APA format and practice using it correctly. It is used for most writing assignments for your degree. Visit the Writing Center in the Student Success Center, under the Resources tab in LoudCloud for APA paper templates, citation examples, tips, etc. Points will be deducted for poor use of APA format or absence of APA format (if required).
- Cite all sources of information! When in doubt, cite the source. Paraphrasing also requires a citation.
- I highly recommend using the APA Publication Manual, 6th edition.
Use of Direct Quotes
- I discourage overutilization of direct quotes in DQs and assignments at the Masters’ level and deduct points accordingly.
- As Masters’ level students, it is important that you be able to critically analyze and interpret information from journal articles and other resources. Simply restating someone else’s words does not demonstrate an understanding of the content or critical analysis of the content.
- It is best to paraphrase content and cite your source.
LopesWrite Policy
- For assignments that need to be submitted to LopesWrite, please be sure you have received your report and Similarity Index (SI) percentage BEFORE you do a “final submit” to me.
- Once you have received your report, please review it. This report will show you grammatical, punctuation, and spelling errors that can easily be fixed. Take the extra few minutes to review instead of getting counted off for these mistakes.
- Review your similarities. Did you forget to cite something? Did you not paraphrase well enough? Is your paper made up of someone else’s thoughts more than your own?
- Visit the Writing Center in the Student Success Center, under the Resources tab in LoudCloud for tips on improving your paper and SI score.
Late Policy
- The university’s policy on late assignments is 10% penalty PER DAY LATE. This also applies to late DQ replies.
- Please communicate with me if you anticipate having to submit an assignment late. I am happy to be flexible, with advance notice. We may be able to work out an extension based on extenuating circumstances.
- If you do not communicate with me before submitting an assignment late, the GCU late policy will be in effect.
- I do not accept assignments that are two or more weeks late unless we have worked out an extension.
- As per policy, no assignments are accepted after the last day of class. Any assignment submitted after midnight on the last day of class will not be accepted for grading.
Communication
- Communication is so very important. There are multiple ways to communicate with me:
- Questions to Instructor Forum: This is a great place to ask course content or assignment questions. If you have a question, there is a good chance one of your peers does as well. This is a public forum for the class.
- Individual Forum: This is a private forum to ask me questions or send me messages. This will be checked at least once every 24 hours.
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