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

2. www.ThePersuasivePM.com 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

3. IIBA-MN April 2010 www.ThePersuasivePM.com 3 Persuasion – What is it? Negotiation Compromise Motivation Power Coercion Influence

4. IIBA-MN April 2010 www.ThePersuasivePM.com 4 Persuasion - Definition The process of changing or reforming attitudes, beliefs, opinions or behaviors toward a predetermined outcome through voluntary compliance

5. IIBA-MN April 2010 www.ThePersuasivePM.com 5 Five P’s of Success  Psyche  Persistence  Personal Development  Passion  Persuasion

6. IIBA-MN April 2010 www.ThePersuasivePM.com 6 Persuasion Influence others with integrity Dark Side Bright Side

7. IIBA-MN April 2010 www.ThePersuasivePM.com 7 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.

8. IIBA-MN April 2010 www.ThePersuasivePM.com 8 Hierarchy of Persuasion ® Long Term Benefit Short Term Benefit Commitment Cooperation Compliance Coercion Control

9. IIBA-MN April 2010 www.ThePersuasivePM.com 9 Value of Persuasion Basic “rut” syndrome

10. IIBA-MN April 2010 www.ThePersuasivePM.com 10 Value of Persuasion Opportunity for change: Forced or Self-Initiated

11. IIBA-MN April 2010 www.ThePersuasivePM.com 11 Value of Persuasion External or Internal?

12. IIBA-MN April 2010 www.ThePersuasivePM.com 12 Value of Persuasion Positive Impact to life-time project value, business and personal success

13. IIBA-MN April 2010 www.ThePersuasivePM.com 13 12 Laws of Persuasion  Dissonance  Obligation  Connectivity  Social Validation  Scarcity  Verbal Packaging  Contrast  Expectations  Involvement  Esteem  Association  Balance

14. IIBA-MN April 2010 www.ThePersuasivePM.com 14 12 Laws of Persuasion #1 - Dissonance (Internal pressure) Denial Reframing Modification Ignore

15. IIBA-MN April 2010 www.ThePersuasivePM.com 15 12 Laws of Persuasion #2 - Obligation (How to get anyone to do a favor for you) Gifts Favors Secrets & Intimacy

16. IIBA-MN April 2010 www.ThePersuasivePM.com 16 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

17. IIBA-MN April 2010 www.ThePersuasivePM.com 17 12 Laws of Persuasion #3 - Connectivity (Contagious cooperation-Halo Effect) Grounded Relaxed Alert/Aware Connected Energetic

18. IIBA-MN April 2010 www.ThePersuasivePM.com 18 12 Laws of Persuasion #4 – Social Validation (The art of social pressure) Group setting Trusted source(s)

19. IIBA-MN April 2010 www.ThePersuasivePM.com 19 12 Laws of Persuasion #5 – Scarcity (Get anyone to take immediate action) Limited time Limited exposure Limited offering

20. IIBA-MN April 2010 www.ThePersuasivePM.com 20 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

21. IIBA-MN April 2010 www.ThePersuasivePM.com 21 12 Laws of Persuasion #6 – Verbal Packaging (The Leverage of Language) BUTAND IFWHEN PROBLEMOPPORTUNITY

22. IIBA-MN April 2010 www.ThePersuasivePM.com 22 12 Laws of Persuasion #7 – Contrast (How to create extra value) Alternative recommendations

23. IIBA-MN April 2010 www.ThePersuasivePM.com 23 12 Laws of Persuasion #8 – Expectations (The impact of suggestion) Self-fulfilling prophecy Parkinson’s Law – work expands to fill the time available

24. IIBA-MN April 2010 www.ThePersuasivePM.com 24 12 Laws of Persuasion #9 – Involvement (Create and awaken curiosity) Increase participation Ask for advice Use “yes” questions Direct conversation through questions

25. IIBA-MN April 2010 www.ThePersuasivePM.com 25 12 Laws of Persuasion #10 – Esteem (How sincere praise releases energy) Build up team Give credit where due Criticize in private Ask for opinions

26. IIBA-MN April 2010 www.ThePersuasivePM.com 26 12 Laws of Persuasion #11 – Association (Create the climate) Branding-Bonding Use senses Respected sponsor

27. IIBA-MN April 2010 www.ThePersuasivePM.com 27 12 Laws of Persuasion #12 – Balance (Logical Mind versus Emotional Heart) Specific Examples Emotional stories

28. IIBA-MN April 2010 www.ThePersuasivePM.com 28 12 Laws of Persuasion  Dissonance  Obligation  Connectivity  Social Validation  Scarcity  Verbal Packaging  Contrast  Expectations  Involvement  Esteem  Association  Balance

29. IIBA-MN April 2010 www.ThePersuasivePM.com 29 What People Want SEXSEX

30. IIBA-MN April 2010 www.ThePersuasivePM.com 30 What People Want SEXSEX ecurity ssentials -tras

31. IIBA-MN April 2010 www.ThePersuasivePM.com 31 “Become a Magnet” The 5 “Cs” of Trust  Credible  Confident  Congruent  Character  Competent Rate Yourself!

32. IIBA-MN April 2010 www.ThePersuasivePM.com 32 The 3+ “Rs” of Resistance  Reason  Resources  Representative  Lack of self-confidence

33. It’s Your Choice! IIBA-MN April 2010 www.ThePersuasivePM.com 33 Event Decision ActionInterpretation ObservationOutcome

34. It’s Your Choice! IIBA-MN April 2010 www.ThePersuasivePM.com 34 Event Decision ActionInterpretation ObservationOutcome Take Control!

35. IIBA-MN April 2010 www.ThePersuasivePM.com 35 “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)

36. IIBA-MN April 2010 www.ThePersuasivePM.com 36 Chapter Meeting Specials!  360 ° Leadership Assessment  2-day Leadership and Persuasion Seminar – Minneapolis, May 7-8, 2009 (Friday-Saturday session)

37. IIBA-MN April 2010 www.ThePersuasivePM.com 37 “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. 38 The Persuasive PM Presentations, Seminars, Workshops Jeanette Bordelon, MBA, PMP, CTM Bordelon Consulting, Inc. (773) 373-6113 www.thePersuasivePM.com Jeanette@thePersuasivePM.com Questions