The Power of Persuasion – Four Key Elements
by Dr. Maynard Brusman Wednesday, September 15, 2010
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How effective are you at persuading others by effectively using power at your workplace? Are you politically savvy? How is power and influence used where you work?
The ability to use power to influence others is an essential workplace competency. Inspiring leaders know how to motivate others to achieve business goals. They create a culture of trust and achievement.
Persuasion
Persuasion has four elements:
1. Credibility: Credibility is built on trust and expertise, and it must be earned. People will believe you have expertise and are worthy of their trust if you exercise sound judgment and demonstrate a history of success.
2. An understanding of the audience: Identify the decision makers and centers of influence. Determine their likely receptivity and personal agendas.
3. A solid argument: What is perfectly sensible to you may elude others — especially those who are already opposed to your ideas and prepared to resist.
You can improve your chances of persuading them when your case:
a. Is logical and consistent with facts and experience
b. Strikes an emotional cord
c. Favorably addresses the interests of the parties you hope to persuade
d. Neutralizes competing alternatives
e. Recognizes and deals with the politics of the situation
f. Comes with endorsements from objective and authoritative third parties
4. Effective communication: Don't mistakenly think that logic and rationality will win out and persuade people to your side. You may inadvertently trigger confirmation bias, a situation in which people become further entrenched in their own ideas.
Effective communication appeals to people’s emotions, tapping into universal human values and desires. Appeal to both hearts and minds if you want to build and sustain commitment to your strategic plans.
Are you working in a professional services firm or other organization where executive coaches provide leadership development for high potentials? Does your organization provide executive coaching to help leaders improve their ability to effectively use power and influence others to achieve business goals? Leaders at all levels need to improve their emotional intelligence and social intelligence skills.
One of the most powerful questions you can ask yourself is “Do I appeal to both the hearts and minds of people to build and sustain commitment to the company strategic plans?” Emotionally intelligent and socially intelligent organizations provide executive coaching for leaders who help their employees to improve their ability to influence others.
The ability to use power to influence others is an essential workplace competency. Inspiring leaders know how to motivate others to achieve business goals. They create a culture of trust and achievement.
Persuasion
Persuasion has four elements:
1. Credibility: Credibility is built on trust and expertise, and it must be earned. People will believe you have expertise and are worthy of their trust if you exercise sound judgment and demonstrate a history of success.
2. An understanding of the audience: Identify the decision makers and centers of influence. Determine their likely receptivity and personal agendas.
3. A solid argument: What is perfectly sensible to you may elude others — especially those who are already opposed to your ideas and prepared to resist.
You can improve your chances of persuading them when your case:
a. Is logical and consistent with facts and experience
b. Strikes an emotional cord
c. Favorably addresses the interests of the parties you hope to persuade
d. Neutralizes competing alternatives
e. Recognizes and deals with the politics of the situation
f. Comes with endorsements from objective and authoritative third parties
4. Effective communication: Don't mistakenly think that logic and rationality will win out and persuade people to your side. You may inadvertently trigger confirmation bias, a situation in which people become further entrenched in their own ideas.
Effective communication appeals to people’s emotions, tapping into universal human values and desires. Appeal to both hearts and minds if you want to build and sustain commitment to your strategic plans.
Are you working in a professional services firm or other organization where executive coaches provide leadership development for high potentials? Does your organization provide executive coaching to help leaders improve their ability to effectively use power and influence others to achieve business goals? Leaders at all levels need to improve their emotional intelligence and social intelligence skills.
One of the most powerful questions you can ask yourself is “Do I appeal to both the hearts and minds of people to build and sustain commitment to the company strategic plans?” Emotionally intelligent and socially intelligent organizations provide executive coaching for leaders who help their employees to improve their ability to influence others.
