Necessary art of persuasion
This document discusses the necessary art of persuasion. It defines persuasion as the action or process of persuading someone or being persuaded to do or believe something. It is not devious or manipulative in nature. The document outlines the need for persuasion in organizations as work cultures have shifted from "which work should I do" to "why should I do it?". It provides the key elements of persuasion such as establishing credibility, framing common ground, providing evidence, and creating an emotional connect with the audience. Examples are given of how persuasion has been effectively used through credibility, logic, and negotiating benefits. The document concludes that persuasion is an art that can help drive change if used effectively but must be handled
Necessary art of persuasion
- 1. Necessary ART of PERSUASION
- 2. • What is Persuasion? • The action or process of persuading someone or of being persuaded to do or believe something. • Persuasion is not a form of manipulation- it is not devious in nature.
- 3. Need for persuasion • Across organizations the culture of “Which work should I do” has dramatically changed from “Why should I do it?” • Popularity of cross functional teams into play • Drastic shift to individualistic ethics that questions authority • Swing from traditional mindset into more rational & reasoning based thinking
- 5. Establish credibility EXPERTISE RELATIONSHIPS FRAME COMMON GROUNDS TANGIBLY DESCRIBE THE BENEFITS OF YOUR POSITION PROVIDING EVIDENCE COMPELLING EXAMPLES NUMERICAL DATA Emotional connect ADJUSTING EMOTIONAL TONE TO MATCH THE AUDIENCE
- 6. ABSTRACTS FROM THE CASE • Barry & Karen two novice software developers at Microsoft envisioned a controversial new software . But working closely with technical experts they persuaded management to launch the product selling half a million units!! • Robert Marcell head of Chrysler’s small car design was keen to produce a in house sub compact car in the 1990’s. Persuaded management by his slides on his home town by referring “Surrender is the enemy”
- 7. Effective persuasion INFLUENCING BY CREDIBILITY CONVINCING BY LOGIC NEGOTIATING WITH BENEFITS LEARNING THROUGH RESPONSE
- 8. HOW “NOT” TO PERSUADE COMPROMISE SURRENDER JOHN WAYNE APPROACH STATING POSITION AT THE OUTSET SECRET OF PERSUAUSION GREAT ARGUMENTS PERSUAUSION ONE SHOT EFFORT
- 9. Force of persuasion • Concept of persuasion like power is often confusing & mystifying. • It may be dangerous if mishandled. • However if used effectively it can help galvanize change & forge constructive solutions in organizations • It is an art that comes with practice & commitment