Heath Slawner, CMCT
Influence is the centralcompetence that all softskills have in   common
CHANGEBehaviour Attitude  Belief
Influence   Quiz
PRINCIPLES OF PERSUASION     Relationships     • Reciprocity and Liking     Uncertainty     • Social Proof and Authority  ...
Reciprocity   Give, First.
SignificantCustomizedUnexpected
LikingWe prefer to say YES to those we     know, trust, and like.
I Like You
Similarities  PraiseCooperatio    n
POWER OF WE: SO WHAT? Fewer  failed negotiations Less blame for failures More assistance, less resistance Increased sh...
Social ProofPeople follow the lead of     similar others
AuthorityWe defer to legitimate experts
CREDIBILITY is themost important part ofyour communication
PRINCIPLES OF PERSUASION     Relationships     • Reciprocity and Liking     Uncertainty     • Social Proof and Authority  ...
ConsistencyPeople align with their commitments and     will not resist their own values
Voluntary Public Active
EMPOWERING QUESTIONS They create clarity They help people think analytically and  critically They inspire people to ref...
EMPOWERING QUESTIONS They create clarity They help people think analytically and  critically They inspire people to ref...
ScarcityPeople want MORE of what they       can have LESS of
We need to relinquish the belief     that people are rational. Research shows that emotions,  memory and associations hold...
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
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CMAO presentation june 2012

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

Published in: Health & Medicine, Technology
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CMAO presentation june 2012

  1. 1. Heath Slawner, CMCT
  2. 2. Influence is the centralcompetence that all softskills have in common
  3. 3. CHANGEBehaviour Attitude Belief
  4. 4. Influence Quiz
  5. 5. PRINCIPLES OF PERSUASION Relationships • Reciprocity and Liking Uncertainty • Social Proof and Authority Motivation • Consistency and Scarcity
  6. 6. Reciprocity Give, First.
  7. 7. SignificantCustomizedUnexpected
  8. 8. LikingWe prefer to say YES to those we know, trust, and like.
  9. 9. I Like You
  10. 10. Similarities PraiseCooperatio n
  11. 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. 12. Social ProofPeople follow the lead of similar others
  13. 13. AuthorityWe defer to legitimate experts
  14. 14. CREDIBILITY is themost important part ofyour communication
  15. 15. PRINCIPLES OF PERSUASION Relationships • Reciprocity and Liking Uncertainty • Social Proof and Authority Motivation • Consistency and Scarcity
  16. 16. ConsistencyPeople align with their commitments and will not resist their own values
  17. 17. Voluntary Public Active
  18. 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. 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. 20. ScarcityPeople want MORE of what they can have LESS of
  21. 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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