Influencing Others In Business Environments Essay -- essays research p

Influencing Others in Business EnvironmentsThroughout world civilization, the art of selling ideas or products hasbeen a cornerstone of society. Some plenty have become masters at this art,yielding themselves and their companies large amounts of profit. why is it thatsome people atomic number 18 better at this than others? This paper will take a look at thevarious aspects of sign-language(a) discourse in selling (or influencing others tobuy) and in origin interviews by examining in compass point the various aspects ofproximics, haptics, physical attractiveness, and other nonverbal cues that form people to tell apart yes.Artifacts and local surroundings     Several studies have presented evidence in entertain of the theory that"dressing for success" affects ones ability to influence other people. integritystudy gear up that people dolled up in suits versus people dressed in casual orworking-class clothes actually affects a subjects likelihood of answering aquestion correctly. In this study, a someone dressed in a suit had a 77% sharechance of getting money returned to them, while those dressed casually or inworking outfits had a 38% chance (Bickman, 1971). This study suggests that apersons status affects how well they are received by the person they are tryingto influence, and thus their likelihood of being able to influence them intobuying an idea or product.     Seating arrangements can affect ones ability to influence others.Seating arrangements that are closer to one another have a greater effect andlead to a less hostile environment than when people are seated opposite of oneanother (Sommer, 1967). Sommer put that when a relationship is of acompetitive nature (i.e. bargaining situations such as labor contractagreements) there is a preference for this dash of seating because it "reflectsa desire to obtain information about ones competitor." some other study suggestedround tables help to "increase informality and feelings of closeness incomparision to square or rectangular tables" (Sommer, 1965). Dawson (1986)suggested having the members of the negotiation dispersed, that is, haveintermixing the opposing members in concert helps smooth over negotiations.     Placing artifacts in the negotiating environment can have affects on thenegotiation. A flower, vas... ...a presentation. Various studieshave shown that a person becomes more uncoerced to "sign petitions or completequestionnaires, to assist with scoring inventories, and to help an interviewer collapse up dropped questionnaires" (Crusco, 1984). Hence, the shaking of hands atthe beginning of a argumentation meeting to facilitate good will and cooperation(Dawson, 1986).Conclusion     The role of nonverbal communication within business meetings should notbe over-rated. Nonverbal style does play a role and can help with success innegotiations, but is not the be all, end all to negotiating successfully.However, being apprised of violating someones personal zone or distinguishing when to bequiet is as important as knowing what to say. In general, more successfulpersuaders were found to be smiling, nodding, and gesturing at appropiatemoments during a business meeting or job interview (Edinger, 1983). What isimportant to remember is to know when to use these various cues to youradvantage, and to know not to overuse them. Specific research in this field was punishing to find, and more research is needed before greater and more flesh outconclusions can be drawn.