Frameworks
In a "just world", you expect what to be true? (four responses)
- Good things happen to good people, bad things happen to bad people
- Hard work always pays off
- Good intentions are rewarded
- Merit trumps relationships
In a "rough world", what four things should you consider?
- Good and bad things happen to both good and bad people
- Hard work often pays off
- Good intentions are sometimes considered
- Merit and relationships matter
In French and Raven's Model of Social Power, what six distinct bases of power can individuals or groups use to influence others?
Legitimate, Reward, Coercive, Expert, Referent, and Informational
When should you sequence your message
using the Direct Approach?
‘Warm’ audience:
Already have initial ‘buy-in’
Impatient: “just tell me what to do”
Decisive culture/personalities
High degree of expertise trust
And when should you use the Indirect Approach?