University:
California State University, Northridge
Course:
MGT 456 | Negotiation and Conflict Management
Academic year:

2024
Views:

312

Pages:

14
Author:

ardejaviwrj

PERSUASION “The power of the president is the power to persuade.” • Quotation from Presidential Power by Richard Neustadt, who studied many U.S. Presidents • “Presidents with all the power and economic support that goes with the office, will still only get real, dedicated action from cabinet, staff, and others when s/he persuades them to do it.” • Other than in emergencies, people respond best through persuasion "There are, then, these three means of effecting persuasion. The man who is to be in command of them must, it is clear, be able (1) to reason logically, (2) to understand human character and goodness in their various forms, and (3) to understand the emotions--that is, to name them and describe them, to know their causes and the way in which they are excited.“ -Aristotle Four Essential Steps in Persuasion • Establish credibility • Frame for common ground • Provide evidence • Connect emotionally with your audience Credibility • Earned over time • Requires expertise, trustworthiness, and relationships • Need to be honest, competent, inspiring (K&P 22) Re Credibility • Think of a time when you willingly followed the direction of someone you admired and respected as a leader someone who energized and excited you about following, someone who had a high degree of credibility with you Credibility Exercise (cont.) • Make some notes for yourself re: – What was the situation? – How did this leader make you feel about yourself - what three or four words would best describe how you felt ? – What did this individual do as a leader that you admire and respect - what leadership actions did this person take that made others want to perform well? How People Feel When Working With Admired Leaders • • • • • • • • • • Valued Motivated Inspired Challenged Capable Enthusiastic Supported Respected Powerful Proud Frame for Common Ground • Frame goals and arguments in a way that identifies common ground with those you wish to persuade • Outcome must appeal strongly to the people you are trying to persuade Provide Evidence • Reinforce arguments and positions • Use vivid language and compelling evidence: – – – – Examples Stories Metaphors Analogies Connect Emotionally With Your Audience • Show your own emotional commitment to a position • Without being overly emotional • Align your emotional approach with your audience • This requires dialogue with individuals involved • Get beyond your frame of reference to theirs Four Essential Steps in Persuasion • Establish credibility • Frame for common ground • Provide evidence • Connect emotionally with your audience Some Ways Not to Persuade • Up-front, hard sell • Resist compromise • Rely only on presenting great arguments • Stay fixed in your frame of reference • Assume persuasion is a one-shot effort More Persuasive Tools • Reuse some from conflict management, e.g.: – Conflict response modes – Move from complaints to requests – Use effective interpersonal skills