Persuasion and Organization
How does persuasion work?
To be effective there are three major points to be considered.
- Proposals must be custom-tailored.
The two basic needs of persuasion are “logic and Emotions”. One should use logics and put forth emotions while presenting or communicating. People get influenced by the logics and connect themselves with the environment by means of emotional attachment.
- The behavior of executives can be decoded.
Some of the distinguishing attributes of the executives are risk, responsibility, competitiveness, rebellion, impulsiveness, persistence, fear and uncertainty, self absorption, playfulness, education, intelligence and facts and bargains. By means of these attributes one can decode the behavior of executives.
- Persuasion requires an arsenal of tools.
The Primary Goal of persuasion is “To provide a new framework and the tools to prevent mistakes”. For any persuasion we need the various tools ready to use with us so that we can use proper tool at proper place to switch on the perfect button so that the person ahead of you will be persuade from you.
Putting persuasion to the test
By testing our assumptions and long-held beliefs, one can fine tune and sharpen his/her persuasion skills. To do so, one should note the following points:
· Persuasion can be custom-tailored to a large audience
· Small groups require specific tactics
· Decision styles affect teams
· It’s not about you
· There is no perfect elevator pitch
The power of Psycholinguistics:
• Psycholinguistics is the study of psychological and neurological factors that enable human to acquire, use and understand language.
• There are thousand of words around us, but we need to select the appropriate ones while communicating. A sender has a image of a object in his mind and then by means of words he conveys that message to the receiver, who in turn builds up a image of the object in his brain.
• We should always use positive words while communicating with anyone. It increases the chance of persuasion. In organizations, using positive words can motivate the employees.
• Asking questions is the most important skill while communicating. There are two types of questions.
• Open questions: these types of questions gives the other party to discuss more.
Eg. Where do you want to see yourself after 2 years?
• Closed questions: these questions expects specific answers.
Eg. What do you like most, tea or coffee?
• One should be careful while asking questions with “why”. Asking question with “why requires rational explanation for the behavior. It also shows defensive attitude.
• Open communication promotes a healthy relationship and encourages other to come around to our point of view. Open communication leads to less offence, less frustration, less defensiveness. Close communication styles can be used sometimes. The different closed communication styles are definitive, exaggerated and forcing.
“Success can depend on saying right thing on the right time”
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