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Persuading Difficult People

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Presentation on theme: "Persuading Difficult People"— Presentation transcript:

1 Persuading Difficult People
KU Edwards - Professional Edge Kerry Benson – Lecturer, KU William Allen White School of Journalism and Mass Communications

2 Difficult People Whose face do you picture?

3 “Wear good shoes and run like hell.”

4 Three Cs of D Those driven by conceit Those driven by competition Those driven by control

5 Three keys to persuasion Self-interest Simplicity Choice

6 Take credit, grandstand, monopolize
Can’t feel empathy, feel entitled, devalue others…

7 Self-interest is key to persuasion
Provide positive recognition Identify their investment Personalize all communication Mimic their communication

8 I will argue. And argue. Just for the sake of arguing. Because it’s a game. A game I must win.

9 Simplicity is key to persuasion
Keep communication focused Lose the biz jargon Consider loss aversion Establish credibility

10 Perfectionists, micromanagers
What about those who control by saying yes when they mean no? What about those who are deceptive and slippery when confronted?

11 Choice is key to persuasion
Show you are good enough Provide choice comparison Use Ws to provoke thought

12 “Wear good shoes and run like hell.”

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