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CMAO presentation june 2012

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

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

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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.

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