Session 7 & 8

Art of Persuasion

The Necessary Art of Persuasion

Effective persuasion is the negotiating and learning process through which a persuader leads collegues to a problem’s shared solution. It incorporates discovery, preparation and dialogue. It is about testing and revising ideas in concert with your collegues’ concerns and needs. Persuasion also demands compromise. The four essential steps to effective persuasion are-:

Ø  Establish persuaders establishes credibility

o   Credibility grows out of expertise and relationships. Persuader shows strong emotional characteristics and integrity. 

Ø  Frame for common ground

o   Effective persuader must be adept at describing the position in terms that illuminate the person’s point advantages that he/she is trying to persuade. It is a process of identifying shared benefits.  

Ø  Reinforcing position using vivid language and compelling evidences

o   Persuaders supplement numerical data with examples, stories, metaphors, and analogies to make their positions come alive. 

Ø  Connect emotionally

o   Good persuaders are aware of primacy of emotions and are responsive to them. They know how to maintain a balance between professionalism and their own emotional commitment to the position they are advocating.

 

How to frame a Message: the Art of Persuasion and Negotiation

“A frame is to a persuasive argument

as the picture of a completed puzzle is to the jumbled pieces of the puzzle.”

A frame orients a reader or listener to examine a message with a certain disposition or inclination. The four steps to build a frame are as follows:

1.      Determine your specific objective

2.      Conduct a focused SWOT analysis of the other party’s current status

3.      Determine the other party’s core values

4.      Write a simple, vivid, evaluate statement that links steps 1, 2 and 3

 

Mind your body language:

Body language or body postures are important elements while presenting or communicating with anyone. People do get persuaded or influenced by the body language of the speaker. A speaker needs to have continuous eye contact with the audience. Whenever and wherever he can make use of his hands to show the significance of particular word, he or she should use them. The volume of the speaker should depend upon the message he/she is conveying.

 

Memory Magic!!!

Using brain as a computer is good approach, but the flaw here is that the brain cannot store the data until it is deleted. Human brains can store data or information up to a certain time period. To remember particular information lifelong, he/she has to repeat that information. Remembering facts, figures and names of individuals can act as a magic while presenting or communicating. In order to remember something about a person or place, one should associate it with any other thing.