Lecture Outline for February 17, 2000
Perceived Sensitivity and Power


CHARISMA Continued
I. Credibility
II. Similarity
III. Attraction

IV. Perceived Sensitivity

A. Listening
    --Listen to Tell Someone Else
    --Eliminate Distractions
    --Engage in Internal Summaries
    --Limit Counterarguments
    --Grasp Hidden Messages

B. Understanding

C. Empathy

V. Perceived Power

1. Bases of Power
    a. Punishment Power
    b. Reward Power
        - intrinsic vs extrinsic
            -- principles of intrinsic rewards
        - spontaneous vs calculated
    c. Assigned Power
    d. Referent Power
    e. Expert Power
        - content & process

2. Levels of Influence
    a. Compliance
        --Perceived Concern
        --Perceived Control
        --Perceived Scrutiny
    b. Identification
    c. Internalization

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