The science of persuasion


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Thomas Berg, Presidents’ Group Chair
You have learned about dealing with difficult personalities, conflict resolution, and facilitating collaborative meetings. Now you will learn skills to move your ideas from 'No' to 'Yes'. Using scientific case studies and the power of Psychology this workshop will teach you vital tools to move your agenda forward and create buy-in along the way. This is...the Science of Persuasion

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The science of persuasion

  1. 1. The Student Leader Survival Plan
  2. 2.  Managing Difficult Personalities  Six challenging personality types  Conflict Resolution  Five different conflict styles  Interest Based Relational Approach      Set the Scene Gather Information Agree on the Problem Brainstorm Negotiate a Solution
  3. 3.     Advocacy Days (D.C. & St. Paul) Tuition & Fee Consultation Student Life Committees Understanding the psychology of persuasion will:  Show how techniques are used on you  Teach you how to use these techniques to your advantage
  4. 4.  Dr. Robert Cialdini identified six universal practices in social influence.  Reciprocation  Scarcity  Authority  Consistency  Liking  Consensus
  5. 5.    Giving to get something. Question 1: What “gifts” could you give to authorities that influence student policy? Question 2: What could be seen as a fair return for those “gifts”?
  6. 6.    Resources are limited Question 1: What “limited resources” drive the need for affordable higher education. Question 2: How can your proposals be considered “Limited Time Offers”?
  7. 7.    The Expert Opinion Question 1: Who are the champions among authority who will support your cause? Question 2: What research can you provide to back up your arguments?
  8. 8.    Also known as Consistency & Commitment Question 1: What small commitments can you get people to agree to in order to create consistent support? Question 2: How do you stage your needs to gain increased support later on?
  9. 9.    Creating a persona or organization that people like to work with. Question 1: How should you approach the people you need to work with? Question 2: How can you learn more about them in order to get them to like you?
  10. 10.    Also known as Social Proof. People will follow what other people are doing. Question 1: How can you create or locate evidence of social proof for your agenda? Question 2: How can you use previous techniques to establish social proof?
  11. 11.  Identify student needs on your campus  CCSSE Survey  Tabling/Networking/Personal Survey  Locate campus strategic plan  Find elements that match student needs  Research the deal-makers  More networking  Google searches
  12. 12.  Plan Short & Long Term  Transition new leadership  Adapt plans to new leadership  Stay Flexible  Change with the climate  Celebrate victories, no matter how small