scamardo.monday.speaking to influence & persuade
TRANSCRIPT
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Who are you trying to persuade?
What do you want them to do?
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Has someone ever changed your mind?
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4 Essential Steps to Persuade & Influence
1. Establish Credibility2. Frame Goals to Demonstrate Common Ground3. Vivid Language & Compelling Evidence4. Connect Emotionally
HBR The Necessary Art of Persuasion by Jay Conger
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Step 1: Establishing Credibility
Sources of credibility: expertise & relationshipsHistory of successesListen & work in best interest of othersHonest, steady, reliable
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Ask Yourself How will others perceive my knowledge about the strategy or change?
Do I have a track record in this area that others know about and respect?
Do those I am hoping to persuade see me as helpful, trustworthy, and supportive?
Will they see me as someone in sync with them-emotionally,intellectually, and politically-on issues like this one?
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Style Profile
From HRDQ
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Communication Style Strengths
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Communication Style Trouble Spots
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Interacting With Different Styles
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Step 2: Frame Goals to Demonstrate Common Ground
Process of ID shared benefits
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Step 3: Provide Evidence Supplement numerical data with examples, stories,
metaphors, and analogies to make positions come alive
Vivid picture
Tangible quality
Concrete & memorable
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Step 4: Connect Emotionally
Be aware of emotions and respond
Demonstrate own emotional commitment
Adjust the tone to the audience
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Character may almost be called the most effective means of persuasion.
Aristotle
Dr. Monica [email protected]