Influencing Others In Business Environments Essay -- essays research p

Influencing Others in Business EnvironmentsThroughout human civilization, the art of selling ideas or products hasbeen a cornerstone of society. Some people have live masters at this art,yielding themselves and their companies large amounts of profit. Why is it thatsome people are better at this than others? This paper will take a intuitive feeling at thevarious aspects of nonverbal communication in selling (or influencing others tobuy) and in job interviews by examining in detail the various aspects ofproximics, haptics, physical attractiveness, and other nonverbal cues that ascertain people to say yes.Artifacts and local environment     Several studies have presented evidence in support of the theory that"dressing for success" affects ones ability to influence other people. Onestudy found that people dressed in suits versus people dressed in casual orworking-class clothes rattling affects a subjects likelihood of answering aquestion correctly. In thi s study, a person dressed in a suit had a 77% per centumchance of getting money returned to them, while those dressed casually or inworking outfits had a 38% chance (Bickman, 1971). This study suggests that apersons spatial relation 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 and strain to a less hostile environment than when people are seated opposite of oneanother (Sommer, 1967). Sommer found that when a relationship is of a free-enterprise(a) nature (i.e. bargaining situations such as labor contractagreements) there is a preference for this style of seating because it "reflectsa desire to obtain training about ones competitor." Another study suggestedround tables help to "increase inf ormality 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 oppose members together 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 volition to "sign petitions or completequestionnaires, to assist with scoring inventories, and to help an interviewerpick up dropped questionnaires" (Crusco, 1984). Hence, the shaking of hands atthe beginning of a job concourse to facilitate good will and cooperation(Dawson, 1986).Conclusion     The role of nonverbal communication within business meetings should notbe over-rated. Nonverbal behavior does play a role and can help with success innegotiations, but is not the be all, end all to negotiating successfully.However, being aware of violating someones personal zone or knowing 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 wasdifficult to find, and more research is needed before greater and more detailedconclusions can be drawn.