Persuasion and Influence

Persuasion and Influence

• People influence each other daily
• Every interaction has an effect on others and gives us an influencing opportunity
• Why are some people good at it?

Persuasion and Influence

• Many people don't know how and when we are influencing others
• 4 -7 Second Impression Window
• 6 - 8 Minutes Average Attention
• 3-4 concepts is what the average person can remember at a time

Lessons From History Leadership

• The ability to influence others is key to leadership
• Leaders must demonstrate the capacity to impact the behavior, thinking, and actions of others
• Do all leaders use the same influencing style?
• So is style the determining factor?

Persuasion

• Deliberately seeks attitude change through communication.
• Tries to win the heart and mind of the listener

The Greeks

• Though the process of arguing and debating would expose bad ideas and allow the good ones to be revealed

Three Factors Influencing Communication

• Ethos - characteristics of the speaker that enhance the persuasive impact of the speech
• Pathos - the emotional reactions of the audience which aid or inhibit the impact of the speech
• Logos - the arguments logic with the message itself

Two Additional Factors That Affect Influence

• Does the message meet their inner needs and wants?
• Does it help them avoid inner fears or concerns?
• People accept influence if consistent with goals and desires

Additional Factors That Affect Influence

• Does the message meet their inner needs and wants?
• Does it help them avoid inner fears or concerns?
• People accept influence if consistent with goals and desires
• What type of thinker are you talking to?

Two Styles of Thinking

• Systematic - think through logic of what is said
• Heuristic - skim the surface of what is said
• Facts, Evidence, Examples, Reasoning cater to which approach?
• Friendliness, Easily Processed Information, Attractiveness?

Develop An Influencing Strategy

• Systematic mode people are attentive, alert, thoughtful regarding the information being shared
• Heuristic mode people are distracted, bored, lazy thinking.
• With Questions, what kind of answers do you think each type will give?

The Right Influence Tool With Right State

• When in doubt, choose heuristic mode.
• The develop arguments from the point of view of the receiver NOT those that are powerful or compelling to YOU.

Appeal To Each Type of Thinker

Systematic Thinkers

• Make the issue relevant to the receiver
• Careful, logical sequencing of Information
• Framing the arguments

Heuristic Thinkers

• Comparison
• Likability
• Authority
• Reciprocity
• Commitment and Consistency
• Scarcity

Five Stages of Persuasion

• Attention
• Comprehension
• Acceptance
• Retention
• Action