MCS 2000 Chapter 9: Chapter 9 Business in a changing world notes
17 Dec 2011
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Understanding persuasion & how to use it effectively and ethically. Persuasion: the ability to use argument or discussion in attempting to change an individuals beliefs or actions. There are unethical and ineffective persuasion techniques such as trickery or coercion. To persuade is to present info enabling others to see the benefit of what you are offering without browbeating or tricking them into agreement. People must believe you"re telling the truth, are experienced, and know what you are talking about. Make reasonable, precise request: most effective when request is reasonable, realistic and attainable. Tie facts to benefits: line up solid info to support your view (use stats, printed resources, examples & analogies to help people understand. Recognize the power of loss: describing the benefits of your propose is a powerful motivator. What the person will lose if they don"t agree (eg. time, money, reputation etc. ) Expect & overcome resistance: when proposing ideas, be prepared for resistance.
