Communication process o Source o Target o Message o Channel Look WriteListen Read Speak Draw
The source (you!)o Expertise makes you credibleo Genuineness makes you trustworthyo Presentation makes you attractive.These three characteristics make it more likely you will be able to persuade.
The target (who you are influencing)o Intelligence means they are more likely to understand your message and less likely to be persuaded by a one-sided argument.o Self esteem - very high makes them resistant to changing what they feel is right and very low makes them feel threatened by you.o Frame of mind, mood and environment are all important.
The message should beo Simpleo Clearo Succincto Repeated Direct route: gives the arguments for (and against) Indirect route: emphasises the source – eg eminent professor, NICE, DH, etc.
1. Focus on the other person’s (or theorganisation’s) needs.o First take the time to listen and understand.o What are their drivers?o What are their must-dos?o What’s in it for them?o Spell out the benefits.o Build your communication around their needs rather than your wants.
2. Use positive and persuasivelanguage, for example:o The benefits to you will be..........o It will help you deliver on ....... by .......o What you will gain will be.......o This will save you money by.....o You will be able to show better value for money by.......o The evidence shows that .......is more cost- effective because........
3. Stay focused and clearo Stick to a few simple messages.o Stick to the point.o Refer to sources of evidence, but don’t quote chapter and verse.
4. Reiterateo It’s called the broken record technique: keep saying the same thing – drive the message home.o Find different ways to deliver the same message without sounding repetitive.
Common mistakeso Using logic, persistence and personal enthusiasm to get others to buy into the idea.........o .........is just not enough! But this is what we all tend to do
Things that don’t worko Going for the “hard sell”o Refusing to compromiseo Basing your approach on cast iron argumentso Thinking you can succeed in a one-off attempt.
So what works? Jay Conger, Professor of Organisational Behaviour at the University of Southern California researched over a 12-year period the characteristics of successful business leaders and agents of change and studied the academic literature on persuasion.Conger, J.A., (198) The Necessary Art of Persuasion (Reprint)http://www.annbadillo.com/leadership/files/necessary_art_persuasion_jay_conger.pdf
Conger’s research indicated.........that effective persuasion involves four steps:o Establish your credibilityo Identify common groundo Use vivid language and compelling evidenceo Connect emotionally/build rapport
Establish your credibilityo Be consistent and reliable – say what you will do and make sure that you do ito Show that you are well informedo Be trustworthy. You want people to believe in you.
Identify common groundo Find out what matters to the other person or peopleo Do this by listening, having informal conversations as well as formal meetingso Get to know those you wish to persuadeo Seek out ways of getting “win-win” (a shared solution or compromise). You want people to feel you understand them.
Use vivid language and compelling evidenceo Give examples and stories that bring the factual material to lifeo Use vivid words and pictures to communicate more succinctly than using many words.You want people to engage emotionally with the subject.
Connect emotionallyo Be aware of and “own” your emotions and let them be visible, without becoming florido Try to read and get a good sense of the other person’s or people’s emotional stateo Smile! You want to build a rapport.