Persuasive Communication Shane Dent November 17, 2011

What are qualities of good communication?

Webster Dictionary defines communication as : “ the act of communicating; exchange of ideas, conveyance of information, etc. “

Who are some people you know that are good communicators?

“Leaders aren't born they are made “Leaders aren't born they are made. And they are made just like anything else, through hard work. And that's the price we'll have to pay to achieve that goal, or any goal.” Vince Lombardi

“The achievements of an organization are the results of the combined effort of each individual. “ “The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather a lack of will.” Vince Lombardi

Do you know people that miscommunicate?

"If you don't know where you are going, you will wind up somewhere else.“ "A nickel isn't worth a dime today.“ "You better cut the pizza in four pieces because I'm not hungry enough to eat six." "It was impossible to get a conversation going; everybody was talking too much." Yogi Berra

Balancing Nail Activity

To be an effective leader in our jobs today one must share a vision with staff that is compelling and persuasive. A persuasive communicator is able to affect change in one’s beliefs, behaviors, and attitudes. The persuasive leader communicates to align their vision in a way that propels the organization into a brighter future.

Direct persuasion follows a four step motivated sequence.

1. Establish your credibility - At work, credibility comes from 1. Establish your credibility - At work, credibility comes from relationships and expertise. People are considered to have expertise if they have a history of sound judgment and are knowledgeable in their proposals over a period of time.

2. Frame goals that identify common ground with those you are trying to persuade. - Good communicators study the issues that matter to their peers. They are good listeners. They test their ideas with trusted contacts, and they are willing to compromise their plans if they are not working.

3. Reinforce your position by using compelling language 3. Reinforce your position by using compelling language - Persuade people with good data, great analogies, and intriguing stories.

4. Connect emotionally with your audience 4. Connect emotionally with your audience -Good communicators show their own emotional commitment to the position they are advocating. They also have a sense of their audience’s emotional state and adjust their tones and arguments accordingly.

Four errors to avoid in persuasive communication

1. Trying to make your case with an up-front hard sell 1. Trying to make your case with an up-front hard sell -A strong position at the onset gives the audience a target to shoot at if opposed.

2. Resisting compromise -Compromise is not surrender but is essential to constructive persuasion. Compromise will lead to better and more shared ideas/solutions.

3. Thinking that persuasion lies in presenting great arguments 3. Thinking that persuasion lies in presenting great arguments -Other factors like credibility, mutual respect, vivid language, emotional commitments weigh heavier than great arguments.

4. Assuming persuasion is a one-time effort 4. Assuming persuasion is a one-time effort -Persuasive conversation is not a one-time event and is rarely reached the first time. It is a slow and difficult process, but the end results are worth the effort.

Any Questions????