From World Science:
People feeling powerful don’t listen, study finds
Feb. 15, 2008
Courtesy Ohio State University and World Science staff
Don’t bother trying to persuade your boss of a new idea while he’s feeling the power of his position, new research suggests—he’s not listening.
“Powerful people have confidence in what they are thinking. Whether their thoughts are positive or negative toward an idea, that position is going to be hard to change”, said Richard Petty, co-author of the study and a psychologist at Ohio State University.
Then “you have a better chance of getting them to pay attention,” said Pablo Briñol, lead author of the study and a social psychologist at the Universidad Autónoma de Madrid in Spain.
The research examined an issue largely ignored by social scientists, Petty said: many studies have looked at how the power of a person delivering a message affects recipients, but this one seems to be the first to assess how the listener’s power affects persuasion.