Mgmt Skills
Chapter 9 Notes- Influences & Group Dynamics
Influence Tactics
• Interpersonal - Influencing other individuals and/or group members
• Procedural – Managing the rules or procedures used to exchange information and
aggregate individual preferences
Ex: Cialdini’s 6 Principles of Influence ( Interpersonal)
1. Liking – People like those who like them.
2. Reciprocity – People repay in kind.
3. Social Proof – People follow the lead of similar others
4. Authority – People defer to experts Ex: Uniforms or advanced certs/degrees
5. Scarcity – People want more of what they can have less of Ex: People see items and
opportunities as more valuable as they become less available
6. Consistency – People align with their clear commitments- ex: signing off on an email
that states you will be responsible for doing said task
“Let's Really Support All Strong Connections!”
Procedural Influences
• Procedural – Managing the rules or procedures used to exchange information and
aggregate individual preferences
1. Controlling what goes on the agenda
2. Influencing group norms
3. Who speaks when
4. Shaping how decisions are made
5. Who sits where
Group Dynamics
1. Group Think- Tendency for members of a group to value group consensus and
cohesion over the critical evaluation of the decision. Valuing consensus over
critical thinking.
2. Polarization- Opinions become more extreme in groups.
3. Social Loafing - Effort decreases as group size increases
“Find Your Way in Group Dynamics with a Solid GPS!”
Conformity- A change in belief or behavior to fit in with the group
Ex: Following the group with a decision (peer pressure) even if wrong
Persuasive Argument Theory
- shift is a consequence of the addition of new and more persuasive arguments (more and
better reasons to support a position)
, Chapter 10 Notes- Decision Making
Decision Making – Identifying and choosing alternative solutions that lead to a desired result.
There are 3 Models:
1. Rational Model
2. Simon’s Normative Model (Bounded Rationality & Satisficing)
3. Garbage Can Model
RATIONAL MODEL
The goal is to identify the optimal decision-making. Logic-based. A student choosing a college
NORMATIVE MODEL
“Bounded Rationality” decision makers are “bounded” or restricted by a variety of constraints
when making decisions
“Satisficing” is choosing a solution that is “good enough”. Ex: Satisfactory vs optimal
GARBAGE CAN MODEL
Decision making is sloppy and haphazard, unstructured, standard
When making decisions, let it have a RNG”!
OBSTACLES FOR EFFECTIVE DECISION MAKING
Availability Heuristic- The tendency for people to judge an event as more likely to occur if it is
more readily “available” in memory PROBLEM: Info that comes to mind too easy is not the
most accurate
Conjunction Fallacy- Ex: People will pay more for insurance that covers death from “terrorism
or accidents” than for any insurance that covers death for “no reason”
Framing Effects
The tendency to make different decisions depends on simple differences in how situations are
presented to us (Framing a decision on how it is “presented to us”)
Ex: Ground beef is rated “tasting better” and more consumed by customers than beef that is
labeled “25% Fat”
Risky Choice Framing
The tendency to avoid risks when potential gains are emphasized and to take risks when
potential losses are emphasized
• Risk-averse for gains
• Risk-seeking for losses
Chapter 9 Notes- Influences & Group Dynamics
Influence Tactics
• Interpersonal - Influencing other individuals and/or group members
• Procedural – Managing the rules or procedures used to exchange information and
aggregate individual preferences
Ex: Cialdini’s 6 Principles of Influence ( Interpersonal)
1. Liking – People like those who like them.
2. Reciprocity – People repay in kind.
3. Social Proof – People follow the lead of similar others
4. Authority – People defer to experts Ex: Uniforms or advanced certs/degrees
5. Scarcity – People want more of what they can have less of Ex: People see items and
opportunities as more valuable as they become less available
6. Consistency – People align with their clear commitments- ex: signing off on an email
that states you will be responsible for doing said task
“Let's Really Support All Strong Connections!”
Procedural Influences
• Procedural – Managing the rules or procedures used to exchange information and
aggregate individual preferences
1. Controlling what goes on the agenda
2. Influencing group norms
3. Who speaks when
4. Shaping how decisions are made
5. Who sits where
Group Dynamics
1. Group Think- Tendency for members of a group to value group consensus and
cohesion over the critical evaluation of the decision. Valuing consensus over
critical thinking.
2. Polarization- Opinions become more extreme in groups.
3. Social Loafing - Effort decreases as group size increases
“Find Your Way in Group Dynamics with a Solid GPS!”
Conformity- A change in belief or behavior to fit in with the group
Ex: Following the group with a decision (peer pressure) even if wrong
Persuasive Argument Theory
- shift is a consequence of the addition of new and more persuasive arguments (more and
better reasons to support a position)
, Chapter 10 Notes- Decision Making
Decision Making – Identifying and choosing alternative solutions that lead to a desired result.
There are 3 Models:
1. Rational Model
2. Simon’s Normative Model (Bounded Rationality & Satisficing)
3. Garbage Can Model
RATIONAL MODEL
The goal is to identify the optimal decision-making. Logic-based. A student choosing a college
NORMATIVE MODEL
“Bounded Rationality” decision makers are “bounded” or restricted by a variety of constraints
when making decisions
“Satisficing” is choosing a solution that is “good enough”. Ex: Satisfactory vs optimal
GARBAGE CAN MODEL
Decision making is sloppy and haphazard, unstructured, standard
When making decisions, let it have a RNG”!
OBSTACLES FOR EFFECTIVE DECISION MAKING
Availability Heuristic- The tendency for people to judge an event as more likely to occur if it is
more readily “available” in memory PROBLEM: Info that comes to mind too easy is not the
most accurate
Conjunction Fallacy- Ex: People will pay more for insurance that covers death from “terrorism
or accidents” than for any insurance that covers death for “no reason”
Framing Effects
The tendency to make different decisions depends on simple differences in how situations are
presented to us (Framing a decision on how it is “presented to us”)
Ex: Ground beef is rated “tasting better” and more consumed by customers than beef that is
labeled “25% Fat”
Risky Choice Framing
The tendency to avoid risks when potential gains are emphasized and to take risks when
potential losses are emphasized
• Risk-averse for gains
• Risk-seeking for losses
