1. 12 Angry Men Summary Key points/events that stood out

2. Persuasion Moving people to a position they do not currently hold – Why is effective persuasion important to your career and day-to-day work life? Org’s are less hierarchical People are more inclined to ask “Why?”

3. How NOT to Persuade Strongly state your position first – Upfront, hard sell Why doesn’t this work? – Give others something to argue against – Others think about how your position is “wrong” instead of listening to the arguments that follow

4. Attributes of effective persuaders Open-minded – Listen to others concerns – Prepared to adjust viewpoints & incorporate others ideas – As a result, others Trust the persuader & will listen Don’t fear being manipulated Others more likely to “buy in” when they feel they are part of/included in the process

5. Process of Persuasion Learning & negotiating process leading colleagues to a shared solution – Dialogue & learn others opinions, concerns Establish relationship credibility: – Honest & steady (not known for mood swings) – Trustworthy, share credit for ideas Why does the above help persuade others?