5. Summary: Interpersonal Effectiveness

5. Formulate the best “people strategy”

• Be charismatic (“dazzle them”)

• Tap personal power (expert and referent)

• Link values and find common ground

• Behave as a leader (Kotter)

  • Establish vision and goals
  • Communicate
  • Align people
  • Motivate and inspire

• Apply influence tactics

  • “Foot in the door”
  • Reciprocation
  • Social validation
  • Commitment and consistency
  • Liking
  • Authority
  • Scarcity

• Negotiate an exchange (cut a deal)

• Apply contingency leadership theories

  • Normative (Vroom)
  • LPC (Fiedler)
  • Situational (Hersey)
  • Path-Goal (House)
  • LMX
  • Cognitive resources
  • Vertical dyad linkage (LMX)
  • Multiple linkage model (Yukl)

6. Implement

• What do you say? To whom? How? When? Where?

Tony’s Comments

• Interpersonal effectiveness is an extension of personal effectiveness (Covey).

• What do effective cooperation, negotiation, conflict resolution, and communication all have in common?

  • Put self in other person’s shoes
  • Think win-win
  • Prepare
  • To be completed

Previous slide

Next slide

Back to first slide

View graphic version