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Influencing Others In Business Environments - Online Essay

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" ...

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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 ...

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Influencing Others In Business Environments. (2007, November 18). Retrieved March 12, 2026, from http://www.essayworld.com/essays/Influencing-Others-In-Business-Environments/74487

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PAPER DETAILS

Added: 11/18/2007 01:41:55 AM
Category: Economics
Type: Free Paper
Words: 1227
Pages: 5

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