Agenda Session 6
Video and startup- identify stakeholders
Q & A
Mistry Debrief +Toolbox: Persuasion &Motivation
Teams re-evaluate strategies and negotiate
Debrief, student feedback, next assignment
• Working back from Desired Outcome,
– Logos? Research?
– Pathos? Ethos?
– Big Names?
– Big Rewards?
– The Motivation fairy?
• The missing link: How to motivate!
• Which of the above would motivate:
• Mother Theresa?
• Warren Buffet?
• Lee Kuan Yew? 4
Elements of Persuasion
– Depend mainly on
– Your presentation
must invoke those
values that drive the
stakeholder to adopt
• You can’t reach the
target by yourself
John F. KennedyJohn F. Kennedy
“Ask not what
your country can
do for you, but
what you can do
“expects to be the
leader of other
[not] stay behind”
“race for space”
Martin Luther King Jr.Martin Luther King Jr.
“I have a
Motivation Triangle –Investment
You have: capital
We have: technology
to make better widgets
Our new technology will:
Make better widgets,
Make them faster, and
Provide healthy profits
investors get healthy
returns at low risk,
we earn good profits
In your teams, develop a persuasion logic
that you think would successfully motivate
all the Mistry stakeholders to adopt the
recommendations made by ONE of the
presenting teams. (I will assign the team)
Map your proposed logic to the Motivation
Triangle: how does it motivate stakeholders?
We will poll your teams after 15 minutes.
What did we learn….
• About business in the architecture industry?
• About sustainability?
• About motivating / persuading stakeholders?
• Will these lessons transfer to other contexts?
• Next Assignment- not a Mistry, but a mystery.