Influencing Others In Business Environments

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Term Paper Title	Influencing Others In Business Environments
# of Words	1171
# of Pages (250 words per page double spaced)	4.68

Influencing Others in Business Environments

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, vase, or abstract artwork have a tendency to promote
informality and affiliative  behavior while books and magazines placed in the
environment discourage thes...

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