Persuasion Keith Allred

How would you define a “persuasion best practice” How would you define a “persuasion best practice”? (as opposed to a “weapon of influence”) Used for a point you genuinely believe to be true or worthwhile Persuades that the point is true or worthwhile, rather than manipulates or coerces Builds in strength with use versus defeating itself over time Ethical Why this book is better than the previous books—more directly addresses the problems with unethical and dishonest manipulation. As they argued in the epilogue, with that approach you’ll win the persuasion battle, but loose the war, particularly in the on-going relationships in which leadership is typically exercised. So how would we draw the line between what we might call “persuasion best practices” and “weapons of influence?” Example of the gas station owner in the UK

Ethical tests Golden rule: How would I feel if someone used it on me? Disclosure to someone you respect: What would they say? Would the world be better or worse off if people used this more?

The most fundamental persuasion principle for leaders Finding directions in which to lead people that are worthwhile, particularly for you

Cialdini’s principles of influence Authority: A reputation for knowing what you’re talking about Reciprocation Liking Commitment & Consistency Social Proofs Scarcity

What principles are at work in these persuasion best practices? Listening (actively & sympathetically) Admitting weaknesses & mistakes in one’s own arguments, strengths in the other side’s Considerate & respectful treatment KISS (Keep It Simple, Silly)—use two or three of your best arguments, not as many as you can muster Using stories, not just facts and figures

What were the most notable persuasion approaches identified in Yes! ? Is it a persuasion best practice or a weapon of influence? What was the most interesting research on the power of it? What were the most interesting real world examples of it? How could you apply it in your professional life?