Persuasion ppt -v1.2
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Negotiation Skills - Persuasion
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Persuasion ppt -v1.2
- 1. Persuasion skills Group Members:- Ranjan Goswami - 11 Dinesh Sharma - 34 Immaculate Figueiredo - 60 Somesh Prasad - 72 Mohita - 75
- 2. Contents What is persuasion? Why persuasion is important? How to persuade? Successful & Barriers to persuasion Techniques & Laws of persuasion Conclusion
- 3. What is Persuasion? Influence or change a person's beliefs or opinions The key elements of this definition of persuasion are that: ★ Is symbolic, utilizing words, images, sounds, etc ★ Is achieved through written or spoken communication ★ It involves a deliberate attempt to influence others ★ Self-persuasion is key. ★ Methods of transmitting persuasive messages can occur in a variety of ways Trigger the “Yes” Response
- 4. Influence : Explained Definition Changing the Attitudes and Behaviours of other people Without Using Any Force or show of power – Active Listening Skills – Shaping – Reflection Forms Influence attempts can be either open or covertly manipulative. – In open influence, the attempt is readily apparent to the target. – In manipulative influence, the attempt is hidden from the target.
- 5. Influence: Components Framework • Comfortable context • Similar examples • “No force” approach Information • Relevant, factual information, i.e. Graphs, Published literature, etc. • Do not, however, rely on this alone! Technical Expertise • Assure your understanding towards the problem • Exhibit experience and trained qualities Influence
- 6. Influence & Persuasion: • The refined form of Influence is often termed as Persuasion. • Persuasion attempts to win "the heart and mind" of your client. • Thus, in order to persuade one must bring about a change in attitude, which is basically an emotion-based change.
- 7. Where does Persuasion takes place? • You wish to convince your client that you have the solution to his problem. • You want to convince your client that more time is needed to complete his request. • You wish to show your supervisor that working overtime do not add up to an effective way to get things done. • You want to show your client that your proposed idea is without any demerits
- 8. How do you feel when clients raise objections or ask questions?
- 9. Each of these situations calls for you to persuade your audience. In order to persuade you would have to: 1. Awaken a belief on the part of your listeners that what you are proposing is a good idea. 2. Show the client that you have a well thought-out plan of action available. 3. Be able to convince your client that your plan of action is realistic and the right thing to do. 4. Be able to “push the right buttons,” or know your client
- 10. Analyse your Client A. Supportive client: – you start with their support B. Uncommitted client: – neutral C. Indifferent client: – have to get them to pay attention D. Opposed client: – against you before you star
- 11. “People with Advance Communication Skills knows the art of influence and persuasion. It requires practice, finesse and a skill set that goes beyond those that the average person possesses.” -Anonymous
- 12. Persuasive communication achieves five things: ★ Stimulation ★ Convincing ★ Call to action ★ Increase consideration ★ Tolerance of alternate perspectives
- 13. Why persuasion is IMPORTANT? Creates importance for your work Creates importance for your product You can sell only if you can persuade Understand your viewpoint and agree with you, whether you are selling a product or service.
- 14. Successful persuasion Supports the persuade to complete tasks Empathy, Good Listening Skills help Helps to be able to build rapport Helps to build trust
- 15. How to persuade Understand - Why to persuade? Who to persuade? Mode of persuasion
- 16. 3 Ways to Communicate to Get What You Want Technique # 1: Build Rapport Technique # 2: Be On Their Side Technique # 3: Less Is More.
- 18. Language It’s very important to use language that fits the audience you are writing for and the purpose you want to achieve. Inappropriate language uses can damage your credibility, undermine your argument, or alienate your audience The following sums up the aspects of language: 1.Levels of Formality 2.In-Group Jargon 3.Slang and idiomatic expressions 4.Deceitful language and Euphemisms 5.Biased language
- 19. Barriers to Successful Persuasion Being a Know-It-All Being Too Pushy Talking too much Providing too much information Getting desperate Being Impatient Being Forgetful Interrupting "There is a very faint line between where persuasion ends and irritation begins"
- 20. Lets look at some expert persuaders and why they are…!
- 22. BELIEF ENTHUSIASM KNOWLEDGE EMPATHY PERSISTENCE ENERGY CONSISTENCY Powerful Qualities of Persuaders
- 23. Q & A
Editor's Notes
- Persuasion can be defined as a type of communication in which someone attempts to influence or change a person's beliefs or opinions about something, often by making a convincing argument. The key elements of this definition of persuasion are that: Persuasion is symbolic, utilizing words, images, sounds, etc Persuasion is achieved through written or spoken communication that conveys information, thoughts, emotions, logic, and arguments It involves a deliberate attempt to influence others Self-persuasion is key. People are not coerced; they are instead free to choose Methods of transmitting persuasive messages can occur in a variety of ways, including verbally and nonverbally via television, radio, Internet or face-to-face communication
- Stimulation Persuasive communication reinforces, intensifies, and prioritizes existing beliefs. The purpose may be to spur action, build group cohesion, or develop commitment to a shared set of goals. This approach may begin by acknowledging areas of common ground and then introducing new information that helps the audience value this commonality even more. Convincing Sometimes a message is meant to convince an audience of the rightness of a certain choice or course of action. This often involves getting people to change their minds. The use of evidence and logical reasoning are effective techniques for accomplishing this type of persuasion. Call to Action Persuasive argument is often a call to action. This type of speech is not purely about stimulating interest to reinforce and accentuate beliefs, or convincing an audience of a viewpoint. Its intention is to get people to do something (often to change their behavior). Calls to action are commonly part of implementing decisions. Increase Consideration Persuasive communicators also work to increase audience awareness and willingness to consider their position. Effective persuasion requires a target that is open to persuasion, and often this depends on how a message is framed and delivered. For example, an audience that is unmoved by appeals to emotion may be more willing to listen to rational arguments and facts. Tolerance for Alternative Perspectives The final key to creating a persuasive argument is helping the audience develop a tolerance for alternative perspectives. Perhaps the audience is interested in purchasing a certain type of car; as the lead salesperson on that model, the speaker has to listen and perform informal audience analysis to learn that horsepower and speed are important values to this customer.
- Ethos is an appeal to ethics, and it is a means of convincing someone of the character or credibility of the persuader. Pathos is an appeal to emotion, and is a way of convincing an audience of an argument by creating an emotional response. Logos is an appeal to logic, and is a way of persuading an audience by reason. Examples of Ethos "As a doctor, I am qualified to tell you that this course of treatment will likely generate the best results." Examples of Pathos "If we don’t move soon, we’re all going to die! Can’t you see how dangerous it would be to stay?" What Amir Khan stated on Intolerance – No one was convinced because it was against others emotions…. Examples of Logos "The data is perfectly clear: this investment has consistently turned a profit year-over-year, even in spite of market declines in other areas."
- Technique #1 One of the best ways to achieve successful persuasion is by building rapport. Now rapport could mean different things to different people. For some, it could mean chatting with them everyday after lunch or over a cigarette smoke. For others, it could mean agreeing with them during a general meeting. One powerful way to establish rapport is by mirroring. When you mirror someone, you copy his style of speaking or moving. For example, if he talks in a fast-paced voice, you do the same. If he puts his hand in his pocket, you do it too. This unconsciously conveys to the other person that you're just like them. But do it in a subtle, non-obvious manner or people might think you're mocking them. Technique #2 How do you show you're on their side? Simple. Tell that person what he can get in return. These days, people are more wary about who they choose to support or what they decide to buy. By stating the number of benefits they can get, thus showing them that you are on their side, you'll be able to persuade them more effectively. Technique#3 People are fed up of salespeople with motor mouths. The more you talk, the less likely they'll believe in you. Sometimes, the most effective persuasion technique involves less words and more action. The reason for this is that you don't really need to say too much about your product or your cause, because it speaks for itself. In a way, this approach is more modern and will most likely appeal to the younger generation.
- The level of formality should be determined by the expectations of your audience and your purpose Formal (To an unknown audience) Semi-formal (To a well-known individual or audience) Informal (Incorrect) Distinguish between formal and semi formal depending on purpose Group Jorgan - Your objection is overruled. (legal jargon) Jargon-Any in-group or specialized language used by small groups of like-minded individuals. Not using the jargon when it is expected by your audience can Ø Signal to the audience that you are not a member of that group Ø Mean you have not mastered the group's terminology. ØCan damage your credibility ØInterfere with your purpose in presentation.
- Actor Amitabh Bachchan, brand ambassador of Gujarat tourism, is the Modi government's first choice as the new face of its 'Incredible India' campaign after actor Aamir Khan's contract with the agency ended. Amitabh Bachchan also a Brand Ambassador of Cadbury Dairy Milk and other Fashion Products.
- Prime Minister Modi - When Prime Minister Narendra Modi visited the United States, he tried to tighten ties between the world’s two biggest democracies and also attempted to revive investment interest in Asia’s third-largest economy. During Mr. Modi’s U.S. visit he met President Barack Obama and he was also be meeting with some of America’s top executives–including the CEOs of Google Inc., Citigroup and PepsiCo Inc.–hoping to drum up interest in India. The new prime minister was likely be asked to live up to his business-friendly reputation and answer some tough questions about the country’s foreign investment, labour & tax policies. Mr. Modi convinced U.S. firms that he means business and will take more measures to make it easier to set up shop in the country… Mahatma Gandhi – Gandhian strategy is mainly comprised with: Satyagraha; Truth and honesty; Non-violence; Co-operation; Peace and love Steve Jobs - As an innovator and visionary, Steve Jobs’s accomplishments can be held on a pedestal with the likes of Microsoft’s (MSFT) Bill Gates, Google’s (GOOG) Larry Page and Sergey Brin and Facebook’s (FB) Mark Zuckerberg. The aforementioned names are all highly regarded within technology for transforming consumerism and the accessibility of information. Yet while best known as the CEO of Apple (AAPL), the late Jobs has had a profound effect on the world outside of technology. Sri Sri Ravi Shankar - It is not your convincing power that will make people start. It’s your conviction that will make them start. How much conviction you have in what you believe. That changes the world around you. Do you know what the spider does? It makes a net all around itself from its own saliva. It walks and weaves a net. The spider does it all by itself! This is what you must remember. Have this conviction that you create your world, you create the people around you and you create the situations around you. Abraham Lincoln, who lost his mother, three sons, a sister, his girlfriend, failed in business and lost eight separate elections before he was elected president of the United States. Persistence Pays - The person who is willing to keep asking for what they want, and keeps demonstrating value, is ultimately the most persuasive. The way that so many historical figures have ultimately persuaded masses of people is by staying persistent in their endeavors and message. Donald Trump - Trump Feels Your Anger and Anxiety…. Proposing “a total and complete shutdown of Muslims entering the United States” taps into anxieties about Muslims, whom many Americans consider highly likely to engage in terrorism. Thus, Trump gains significant support by positioning himself as the most powerful defender of everyday Americans against such perceived threats. “Make America Great Again.” This phrase appeals to the anxiety of many voters still suffering from the consequences of the 2008 economic downturn. They experienced their own lives growing worse and want their situation to be “great again,” believing that Trump, as a business manager, can make that happen.
- Belief - Successful persuaders believe in themselves and what they're talking about. After all, if you don't believe in what you're saying, how do you expect anyone else to? Enthusiasm - I've known people who totally believe in what they're saying but fail to communicate with any enthusiasm or passion. British people in particular, find difficulty with this; however, if you want to persuade someone, you'd better find a way to get enthusiastic about it. Knowledge - you must know what you're talking about, so make sure you have all the information, facts, figures and statistics to make your case. Empathy - Put yourself in the other person's shoes. What do you think is important to them? Consider carefully why they should accept what you're saying. If someone is frightened of flying, then there's no point in telling them not to be silly and to stop behaving like a baby. You need to think about how you might feel in these circumstances and what might persuade you to change your mind; you need to outweigh the fear with benefits relevant to the individual. Persistence - if you want to persuade someone, don't give up on the first "no" or rejection of what you say. Persist and persist - but do it nicely! People won't necessarily react in a negative way to your persistence when they realize you really believe what you're saying. There's a fine line between being persistent and being a nuisance. Watch the other person's reactions and if it looks like you're persisting too much - stop! Energy- put energy into all your interactions with other people. Energy fuels enthusiasm; we are persuaded by people with energy. Many TV presenters use their energy to sell us their ideas. Think of the celebrity chefs on TV persuading us to produce fabulous meals or other presenters who get us all excited about remodeling our homes or gardens. Consistency - Everything you do or say is important, everything counts. If you want to be a powerful persuader then you must be consistent. If you're trying to persuade someone to keep their promises, then you must always keep yours. If you say - "I'll phone you back in ten minutes" then phone them back in nine minutes. To be a powerful persuader you need many skills, qualities and characteristics. Even with them all in place, there is still no guarantee of success. However, people are more likely to be persuaded by people they trust, they like and have a good relationship with.