Influencing Others In Business Environments Essay -- essays research p

Influencing Others in Business Environments Throughout human civilization, the art of selling ideas or products has been a cornerstone of society. Some people have become masters at this art, yielding themselves and their companies large amounts of profit. Why is it that some people are better at this than others? This paper will take a look at the various aspects of nonverbal communication in selling (or influencing others to buy) and in job interviews by examining in detail the various aspects of proximics, haptics, physical attractiveness, and other nonverbal cues that influence people to say yes. Artifacts and local environment Several studies have presented evidence in support of the theory that "dressing for success" affects one's ability to influence other people. One study found that people dressed in suits versus people dressed in casual or working-class clothes actually affects a subject's likelihood of answering a question correctly. In this study, a person dressed in a suit had a 77% percent chance of getting money returned to them, while those dressed casually or in working outfits had a 38% chance (Bickman, 1971). This study suggests that a person's status affects how well they are received by the person they are trying to influence, and thus their likelihood of being able to influence them into buying 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 and lead to a less hostile environment than when people are seated opposite of one another (Sommer, 1967). Sommer found that when a relationship is of a competitive nature (i.e. bargaining situations such as labor contract agreements) there is a preference for this style of seating because it "reflects a desire to obtain information about one's competitor." Another study suggested round tables help to "increase informality and feelings of closeness in comparision to square or rectangular tables" (Sommer, 1965). Dawson (1986) suggested having the members of the negotiation dispersed, that is, have intermixing the opposing members together helps smooth over negotiations. Placing artifacts in the negotiating environment can have affects on the negotiation. A flower, vas... ...a presentation. Various studies have shown that a person becomes more willing to "sign petitions or complete questionnaires, to assist with scoring inventories, and to help an interviewer pick up dropped questionnaires" (Crusco, 1984). Hence, the shaking of hands at the beginning of a business meeting to facilitate good will and cooperation (Dawson, 1986). Conclusion The role of nonverbal communication within business meetings should not be over-rated. Nonverbal behavior does play a role and can help with success in negotiations, but is not the be all, end all to negotiating successfully. However, being aware of violating someone's personal zone or knowing when to be quiet is as important as knowing what to say. In general, more successful persuaders were found to be smiling, nodding, and gesturing at appropiate moments during a business meeting or job interview (Edinger, 1983). What is important to remember is to know when to use these various cues to your advantage, and to know not to overuse them. Specific research in this field was difficult to find, and more research is needed before greater and more detailed conclusions can be drawn.