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

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
PMI MN

3. Persuasion – What is it? Power Motivation Negotiation Compromise
Coercion
Influence
PMI MN

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

5. Five P’s of Success Persuasion Psyche Persistence Personal Development
Passion
Persuasion
PMI MN

6. Persuasion Dark Side Bright Side Influence others with integrity
PMI MN

7. 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

8. Hierarchy of Persuasion®
Long Term Benefit
Commitment
Cooperation
Compliance
Coercion
Control
Short Term Benefit
PMI MN

9. Value of Persuasion Basic “rut” syndrome PMI MN - 2008

10. Value of Persuasion Opportunity for change: Forced or Self-Initiated
PMI MN

11. Value of Persuasion External or Internal? PMI MN - 2008

12. Value of Persuasion Positive Impact to life-time project value,
business and personal success
PMI MN

13. 12 Laws of Persuasion Dissonance Obligation Connectivity
Social Validation
Scarcity
Verbal Packaging
Contrast
Expectations
Involvement
Esteem
Association
Balance
PMI MN

14. 12 Laws of Persuasion #1 - Dissonance Denial Reframing Modification
(Internal pressure)
Denial
Reframing
Modification
Ignore
PMI MN

15. (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

16. (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

17. (The art of social pressure)
12 Laws of Persuasion
#4 – Social Validation
(The art of social pressure)
Group setting
Trusted source(s)
PMI MN

18. (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

19. (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

20. (The Leverage of Language)
12 Laws of Persuasion
#6 – Verbal Packaging
(The Leverage of Language)
BUT AND
IF WHEN
PROBLEM OPPORTUNITY
PMI MN

21. (How to create extra value)
12 Laws of Persuasion
#7 – Contrast
(How to create extra value)
Alternative recommendations
PMI MN

22. (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

23. (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

24. (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

25. 12 Laws of Persuasion #11 – Association Branding-Bonding Use senses
(Create the climate)
Branding-Bonding
Use senses
Respected sponsor
PMI MN

26. (Logical Mind versus Emotional Heart)
12 Laws of Persuasion
#12 – Balance
(Logical Mind versus Emotional Heart)
Specific
Examples
Emotional stories
PMI MN

27. 12 Laws of Persuasion Dissonance Obligation Connectivity
Social Validation
Scarcity
Verbal Packaging
Contrast
Expectations
Involvement
Esteem
Association
Balance
PMI MN

28. PMI MN

29. What People Want S E X
PMI MN

30. S E X ecurity ssentials -tras What People Want PMI MN - 2008

31. “Become a Magnet” The 5 “Cs” of Trust
Credible
Confident
Congruent
Character
Competent
PMI MN

32. The 3+ “Rs” of Resistance
Reason
Resources
Representative
Lack of self-confidence
PMI MN

33. 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

34. 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

35. The Persuasive PM Presentations, Seminars, Workshops
Questions
The Persuasive PM Presentations, Seminars, Workshops
Jeanette Bordelon, MBA, PMP, CQM, CQA, CTM
Bordelon Consulting, Inc.
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