Your SlideShare is downloading. ×
0
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
CMAO presentation june 2012
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×
Saving this for later? Get the SlideShare app to save on your phone or tablet. Read anywhere, anytime – even offline.
Text the download link to your phone
Standard text messaging rates apply

CMAO presentation june 2012

116

Published on

Power of Persuasion @ Strategic Management Accounting Conference || June 15, 2012

Power of Persuasion @ Strategic Management Accounting Conference || June 15, 2012

Published in: Health & Medicine, Technology
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total Views
116
On Slideshare
0
From Embeds
0
Number of Embeds
0
Actions
Shares
0
Downloads
3
Comments
0
Likes
0
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide

Transcript

  • 1. Heath Slawner, CMCT
  • 2. Influence is the centralcompetence that all softskills have in common
  • 3. CHANGEBehaviour Attitude Belief
  • 4. Influence Quiz
  • 5. PRINCIPLES OF PERSUASION Relationships • Reciprocity and Liking Uncertainty • Social Proof and Authority Motivation • Consistency and Scarcity
  • 6. Reciprocity Give, First.
  • 7. SignificantCustomizedUnexpected
  • 8. LikingWe prefer to say YES to those we know, trust, and like.
  • 9. I Like You
  • 10. Similarities PraiseCooperatio n
  • 11. POWER OF WE: SO WHAT? Fewer failed negotiations Less blame for failures More assistance, less resistance Increased sharing & exchange Increased and with TRUST comes efficiencies.
  • 12. Social ProofPeople follow the lead of similar others
  • 13. AuthorityWe defer to legitimate experts
  • 14. CREDIBILITY is themost important part ofyour communication
  • 15. PRINCIPLES OF PERSUASION Relationships • Reciprocity and Liking Uncertainty • Social Proof and Authority Motivation • Consistency and Scarcity
  • 16. ConsistencyPeople align with their commitments and will not resist their own values
  • 17. Voluntary Public Active
  • 18. EMPOWERING QUESTIONS They create clarity They help people think analytically and critically They inspire people to reflect and see things in fresh, unpredictable ways They encourage breakthrough thinking They challenge assumptions
  • 19. EMPOWERING QUESTIONS They create clarity They help people think analytically and critically They inspire people to reflect and see things in fresh, unpredictable ways They encourage breakthrough thinking They challenge assumptions They create of solutions
  • 20. ScarcityPeople want MORE of what they can have LESS of
  • 21. We need to relinquish the belief that people are rational. Research shows that emotions, memory and associations holdmore sway over our decisions thanreason; we turn to logic merely to justify choices after the fact.

×