Persuading Individuals and Audiences Chapter 8 Persuading Individuals and Audiences “Persuasion is a governing power. Those who have it use it to their advantage. Those who don’t have it let it run their lives.” ~ Paul Messaris (Author) Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations Slides by Caroline Juszczak

Chapter Objectives Persuade someone to do something they might not have considered. Persuade co-workers or team members even when you have no direct authority. Incorporate tactics and strategies to improve your persuasive skills. Influence others to change their behaviours. Use elements of persuasion to give an effective presentation. Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations Slides by Caroline Juszczak

What is Persuasion? Good persuaders: Are good listeners. Persuasion, a form of influence, is the process of guiding people toward the adoption of a behaviour, belief or attitude that the persuader prefers. Are good listeners. Solicit and give feedback. Read other people and sense what’s appropriate in a given situation. Think creatively about what’s best for the common good. Are prepared. Are empathetic. Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations Slides by Caroline Juszczak

Why Persuasion is Important Employees today show little tolerance for unquestioned authority. More and more companies are adopting a nonhierarchical environment. Today’s business world is moving toward teams and “virtual” work, where a higher authority seldom mandates decisions. The skill of persuasion can be an effective means for achieving your goals. Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations Slides by Caroline Juszczak

Balance Theory Diagram Figure 8.1 Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations Slides by Caroline Juszczak

Balance Theory Example Figure 8.2 Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations Slides by Caroline Juszczak

Additional Persuasion Theories Cognitive dissonance Inoculation theory ACE theory Appropriateness Consistency Effectiveness Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations Slides by Caroline Juszczak

Establishing Credibility Stems from four personal characteristics: Expertise Trustworthiness Composure Positive impression or appearance Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations Slides by Caroline Juszczak

Framing for Common Ground Sets a collaborative tone and attains three interrelated objectives: Provides a perspective we would like the other party to consider. Provides an open-minded way for alternatives and ideas to be compared and contrasted. Creates a logical structure by which decisions can be made. Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations Slides by Caroline Juszczak

Reinforcing with Logic and Reasoning Presenting compelling evidence is extremely effective. Facts and data can determine whether your audience supports your argument. Know the sources of your data. Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations Slides by Caroline Juszczak

Establishing an Emotional Connection It is essential to appeal to people’s: Feelings Fears Values Dreams Frustrations Egos Vanities Desires Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations Slides by Caroline Juszczak

Strategies for Effective Persuasion Believe in yourself. Show your commitment and passion. Know your audience. Use facts, data and logic. Use human terms rather than technical terms. Use appropriate non-verbal communication. Maintain your composure. Use props to enhance your story, not steal the show. Provide reinforcement and follow through. Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations Slides by Caroline Juszczak

Persuading or Manipulating? Who is really benefiting as a result of this act? Is the information being presented accurately? Does this interaction feel like a test of wills or is it a healthy and positive debate? Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations Slides by Caroline Juszczak

Defending Against Manipulation Be clear about your convictions and why you hold them. Think substance, not appearance. Doubt the truth of what’s being said. Know the source. Consider the needs of others besides yourself. Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations Slides by Caroline Juszczak

Making Effective Presentations The presenter must give information, but also get the audience to accept, believe and act on the ideas presented. It is crucial to determine your reason for giving the presentation and find the need behind your idea. After determining the information, shape the message to your audience. Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations Slides by Caroline Juszczak

Before the Presentation Research your intended audience Determine appropriate dress Prepare your remarks Practice Relax Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations Slides by Caroline Juszczak

During the Presentation Begin with an anecdote or quote Give your audience an organised framework Present the core of your argument at the beginning Make your session interactive Use technology, but sparingly Be interesting but not necessarily entertaining Summarise Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations Slides by Caroline Juszczak

After the Presentation Evaluate What went well? What can you do differently in the future? Follow up Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations Slides by Caroline Juszczak

Strategies for Dealing with Stage Fright Prepare Visit the site Visualise success Maintain realistic expectations Gain experience Talk about something that interests you Develop a relaxation routine Use visual aids Use gestures Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations Slides by Caroline Juszczak

Summary Persuasion can benefit you in your personal and professional endeavours. Your ability to get what you want is influenced by your knowledge and application of persuasion theory and techniques. Knowing what influences your persuasiveness enables you to influence others to act or believe in something that benefits them as well as you. Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations Slides by Caroline Juszczak