Persuasion and Influence: Necessary Skills for Today’s Leaders Jeanette Bordelon MBA, PMP, CQM, CQA, CTM Bordelon Consulting, Inc. www.thePersuasivePM.com PMI-MN Dinner 2008

Persuasion Persuasion – what exactly is it? Hierarchy of Persuasion 12 Laws of Power Persuasion 5 “C’s” of Trust The 3+ “R’s” of Resistance PMI MN - 2008 www.ThePersuasivePM.com

Persuasion – What is it? Power Motivation Negotiation Compromise Coercion Influence PMI MN - 2008 www.ThePersuasivePM.com

Persuasion - Definition The process of changing or reforming attitudes, beliefs, opinions or behaviors toward a predetermined outcome through voluntary compliance PMI MN - 2008 www.ThePersuasivePM.com

Five P’s of Success Persuasion Psyche Persistence Personal Development Passion Persuasion PMI MN - 2008 www.ThePersuasivePM.com

Persuasion Dark Side Bright Side Influence others with integrity PMI MN - 2008 www.ThePersuasivePM.com

Persuasion Effective persuaders: Use adaptation and make a lasting impact. Recognize two paths to persuasion: Conscious and Sub-conscious. Understand that we are persuaded by reason and moved by emotion. PMI MN - 2008 www.ThePersuasivePM.com

Hierarchy of Persuasion® Long Term Benefit Commitment Cooperation Compliance Coercion Control Short Term Benefit PMI MN - 2008 www.ThePersuasivePM.com

Value of Persuasion Basic “rut” syndrome PMI MN - 2008 www.ThePersuasivePM.com

Value of Persuasion Opportunity for change: Forced or Self-Initiated PMI MN - 2008 www.ThePersuasivePM.com

Value of Persuasion External or Internal? PMI MN - 2008 www.ThePersuasivePM.com

Value of Persuasion Positive Impact to life-time project value, business and personal success PMI MN - 2008 www.ThePersuasivePM.com

12 Laws of Persuasion Dissonance Obligation Connectivity Social Validation Scarcity Verbal Packaging Contrast Expectations Involvement Esteem Association Balance PMI MN - 2008 www.ThePersuasivePM.com

12 Laws of Persuasion #1 - Dissonance Denial Reframing Modification (Internal pressure) Denial Reframing Modification Ignore PMI MN - 2008 www.ThePersuasivePM.com

(How to get anyone to do a favor for you) 12 Laws of Persuasion #2 - Obligation (How to get anyone to do a favor for you) Gifts Favors Secrets & Intimacy PMI MN - 2008 www.ThePersuasivePM.com

(Contagious cooperation) 12 Laws of Persuasion #3 - Connectivity (Contagious cooperation) Halo effect Smile, use humor Sincere Interest in others (ask questions) Body Language (55/38/7) Mirror/Matching PMI MN - 2008 www.ThePersuasivePM.com

(The art of social pressure) 12 Laws of Persuasion #4 – Social Validation (The art of social pressure) Group setting Trusted source(s) PMI MN - 2008 www.ThePersuasivePM.com

(Get anyone to take immediate action) 12 Laws of Persuasion #5 – Scarcity (Get anyone to take immediate action) Limited time Limited exposure Limited offering PMI MN - 2008 www.ThePersuasivePM.com

(The Leverage of Language) 12 Laws of Persuasion #6 – Verbal Packaging (The Leverage of Language) Positive Use stories to paint a vivid picture Emotion packed words Value of silence PMI MN - 2008 www.ThePersuasivePM.com

(The Leverage of Language) 12 Laws of Persuasion #6 – Verbal Packaging (The Leverage of Language) BUT AND IF WHEN PROBLEM OPPORTUNITY PMI MN - 2008 www.ThePersuasivePM.com

(How to create extra value) 12 Laws of Persuasion #7 – Contrast (How to create extra value) Alternative recommendations PMI MN - 2008 www.ThePersuasivePM.com

(The impact of suggestion) 12 Laws of Persuasion #8 – Expectations (The impact of suggestion) Self-fulfilling prophecy Parkinson’s Law – work expands to fill the time available PMI MN - 2008 www.ThePersuasivePM.com

(Create and awaken curiosity) 12 Laws of Persuasion #9 – Involvement (Create and awaken curiosity) Increase participation Ask for advice Use “yes” questions Direct conversation through questions PMI MN - 2008 www.ThePersuasivePM.com

(How sincere praise releases energy) 12 Laws of Persuasion #10 – Esteem (How sincere praise releases energy) Build up team Give credit where due Criticize in private Ask for opinions PMI MN - 2008 www.ThePersuasivePM.com

12 Laws of Persuasion #11 – Association Branding-Bonding Use senses (Create the climate) Branding-Bonding Use senses Respected sponsor PMI MN - 2008 www.ThePersuasivePM.com

(Logical Mind versus Emotional Heart) 12 Laws of Persuasion #12 – Balance (Logical Mind versus Emotional Heart) Specific Examples Emotional stories PMI MN - 2008 www.ThePersuasivePM.com

12 Laws of Persuasion Dissonance Obligation Connectivity Social Validation Scarcity Verbal Packaging Contrast Expectations Involvement Esteem Association Balance PMI MN - 2008 www.ThePersuasivePM.com

PMI MN - 2008 www.ThePersuasivePM.com

What People Want S E X PMI MN - 2008 www.ThePersuasivePM.com

S E X ecurity ssentials -tras What People Want PMI MN - 2008 www.ThePersuasivePM.com

“Become a Magnet” The 5 “Cs” of Trust Credible Confident Congruent Character Competent PMI MN - 2008 www.ThePersuasivePM.com

The 3+ “Rs” of Resistance Reason Resources Representative Lack of self-confidence PMI MN - 2008 www.ThePersuasivePM.com

Engine and all 4 wheels are needed to succeed! What You Say Is What You Get™: The Secret Language of Great Business Results By Dr. Linne Bourget “How to book” – Positive approach to creating a leadership language system. Sports car image with the engine as positiveness Wheel #1 – What you see is what you get Wheel #2 – What you say is what you get Wheel #3 – What you ask is what you get Wheel #4 – What not to say (eliminate negatives in language) Engine and all 4 wheels are needed to succeed! PMI MN - 2008 www.ThePersuasivePM.com

Persuasion “A positive mental attitude is an irresistible force that knows no such thing as an immovable body.” “What you believe, you will achieve.” PMI MN - 2008 www.ThePersuasivePM.com

The Persuasive PM Presentations, Seminars, Workshops Questions The Persuasive PM Presentations, Seminars, Workshops Jeanette Bordelon, MBA, PMP, CQM, CQA, CTM Bordelon Consulting, Inc. (773) 373-6113 www.thePersuasivePM.com Jeanette@thePersuasivePM.com