1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc. IIBA-MN April 2010

2 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

IIBA-MN April Persuasion – What is it? Negotiation Compromise Motivation Power Coercion Influence

IIBA-MN April Persuasion - Definition The process of changing or reforming attitudes, beliefs, opinions or behaviors toward a predetermined outcome through voluntary compliance

IIBA-MN April Five P’s of Success  Psyche  Persistence  Personal Development  Passion  Persuasion

IIBA-MN April Persuasion Influence others with integrity Dark Side Bright Side

IIBA-MN April Persuasion Effective persuaders: 1. Use adaptation and make a lasting impact. 2. Recognize two paths to persuasion: Conscious and Sub-conscious. 3. Understand that we are persuaded by reason and moved by emotion.

IIBA-MN April Hierarchy of Persuasion ® Long Term Benefit Short Term Benefit Commitment Cooperation Compliance Coercion Control

IIBA-MN April Value of Persuasion Basic “rut” syndrome

IIBA-MN April Value of Persuasion Opportunity for change: Forced or Self-Initiated

IIBA-MN April Value of Persuasion External or Internal?

IIBA-MN April Value of Persuasion Positive Impact to life-time project value, business and personal success

IIBA-MN April Laws of Persuasion  Dissonance  Obligation  Connectivity  Social Validation  Scarcity  Verbal Packaging  Contrast  Expectations  Involvement  Esteem  Association  Balance

IIBA-MN April Laws of Persuasion #1 - Dissonance (Internal pressure) Denial Reframing Modification Ignore

IIBA-MN April Laws of Persuasion #2 - Obligation (How to get anyone to do a favor for you) Gifts Favors Secrets & Intimacy

IIBA-MN April 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

IIBA-MN April Laws of Persuasion #3 - Connectivity (Contagious cooperation-Halo Effect) Grounded Relaxed Alert/Aware Connected Energetic

IIBA-MN April Laws of Persuasion #4 – Social Validation (The art of social pressure) Group setting Trusted source(s)

IIBA-MN April Laws of Persuasion #5 – Scarcity (Get anyone to take immediate action) Limited time Limited exposure Limited offering

IIBA-MN April Laws of Persuasion #6 – Verbal Packaging (The Leverage of Language) Positive Use stories to paint a vivid picture Emotion packed words Value of silence

IIBA-MN April Laws of Persuasion #6 – Verbal Packaging (The Leverage of Language) BUTAND IFWHEN PROBLEMOPPORTUNITY

IIBA-MN April Laws of Persuasion #7 – Contrast (How to create extra value) Alternative recommendations

IIBA-MN April Laws of Persuasion #8 – Expectations (The impact of suggestion) Self-fulfilling prophecy Parkinson’s Law – work expands to fill the time available

IIBA-MN April Laws of Persuasion #9 – Involvement (Create and awaken curiosity) Increase participation Ask for advice Use “yes” questions Direct conversation through questions

IIBA-MN April Laws of Persuasion #10 – Esteem (How sincere praise releases energy) Build up team Give credit where due Criticize in private Ask for opinions

IIBA-MN April Laws of Persuasion #11 – Association (Create the climate) Branding-Bonding Use senses Respected sponsor

IIBA-MN April Laws of Persuasion #12 – Balance (Logical Mind versus Emotional Heart) Specific Examples Emotional stories

IIBA-MN April Laws of Persuasion  Dissonance  Obligation  Connectivity  Social Validation  Scarcity  Verbal Packaging  Contrast  Expectations  Involvement  Esteem  Association  Balance

IIBA-MN April What People Want SEXSEX

IIBA-MN April What People Want SEXSEX ecurity ssentials -tras

IIBA-MN April “Become a Magnet” The 5 “Cs” of Trust  Credible  Confident  Congruent  Character  Competent Rate Yourself!

IIBA-MN April The 3+ “Rs” of Resistance  Reason  Resources  Representative  Lack of self-confidence

It’s Your Choice! IIBA-MN April Event Decision ActionInterpretation ObservationOutcome

It’s Your Choice! IIBA-MN April Event Decision ActionInterpretation ObservationOutcome Take Control!

IIBA-MN April “A positive mental attitude is an irresistible force that knows no such thing as an immovable body.” (Napoleon Hill) “What you believe, you will achieve. If you are not achieving what you want, perhaps your internal beliefs are leading you to believe something else.” (Jeanette Bordelon)

IIBA-MN April Chapter Meeting Specials!  360 ° Leadership Assessment  2-day Leadership and Persuasion Seminar – Minneapolis, May 7-8, 2009 (Friday-Saturday session)

IIBA-MN April “The state of your life is nothing more than a reflection of your state of mind.” (Dr. Wayne W Dyer) “Don’t wait. The time will never be just right.” (Napoleon Hill)

38 The Persuasive PM Presentations, Seminars, Workshops Jeanette Bordelon, MBA, PMP, CTM Bordelon Consulting, Inc. (773) Questions