Presentation on theme: "The process of persuasion what to do and what not to do."— Presentation transcript:
1The process of persuasion what to do and what not to do. MASTERINGTHE ART OF PERSUASIONThe process of persuasion what to do and what not to do.
2WHAT YOU CAN DOThere are specific things you can do that will set you on the path of effective leadership and mastery of the art of persuasion.Connect emotionallyPersuasive conversationsFind the common groundEstablish your credibilityDevelop your communication skillsBecome an effective team builder
3CONNECT EMOTIONALLYGood persuaders have an accurate sense of their audience's emotional state.Adjust the tone and approach of their argument accordingly.
4PERSUASIVE CONVERSATIONS Leadership itself is a series of conversations with colleagues, employees, stockholders, and the media, anyone who could influence the success or failure of a business.Leaders should make sure that every conversation they have results in three outcomes:advancement of an agendashared learninga stronger relationship
5FIND THE COMMON GROUNDFrame your position so it appeals strongly to the people you want to persuade.You can do this by knowing what they are thinking and what their concerns are
6DEVELOP YOUR COMMUNICATION SKILLS Use vivid language and compelling evidence to reinforce your position.Research shows that listener absorb information in proportion to its vividness.Learn to give better presentations by taking acting lessons and presentation workshops.Think of every conversation as a dramatic presentation.You don't excite people by giving them factual answers.
7ESTABLISH YOUR CREDIBILITY The cornerstones of credibility are expertise and relationships built on trust.
8BECOME AN EFFECTIVE TEAM BUILDER Every time you're in a group setting, part of your job is to make sure people are inspired, involved, committed to something important.
9Using the persuasion techniques! Debate !whatUsing the persuasion techniques!
10Individual Assignment Research from internet :types of
11THE SEVEN TRIGGERS OF PERSUASION By understanding the seven triggers leaders can align their efforts at persuasion with the way the mind worksContrastReciprocationCommitment and consistencyAuthorityScarcityConformityLiking
12ContrastJudgement is always relative, use contrast to make your argument appealingEstablish a benchmark, one that lets your proposal show up in favorable light“Recent survey shows that …”
13ReciprocationMost people feel that if they have been given something, they should give something in returnSo, wise leaders are first givers, than takersAlways be ready with first concession in a negotiationCooperate in little things, so that you can win the big reciprocity“Oh, Ibu suka belanja ke Harrod’s. Pakai member card saya aja, dapat diskon.. Kapan-kapan mau ke sana ... … Sesuai quotation, saya mau ambil bulk. Kalau 15% off price, bisa kan Bu?”
14Commitment and consistency Get small initial commitment, and you will bind your team in a web of commitment that will ultimately extend to the larger issue.People like to believe that they are behaving consistently, so establish a consistent pattern of commitment is essential.Smart facilitators know this and get negotiating parties to agree on the ground rules first“Selama pembicaraan ini, kita sepakati bahwa USD 1 sama dengan IDR 9600, okay? Tentu saja kalau nanti ada perubahan kita bisa amandir naskah agreement…”
15AuthorityLeaders are naturally given the authority that comes with the position.It is yours to keep or loose.Dress and act the part“.. By the authority of which the city of Smallville given to me, I pronounce you husband and wife..”
16ScarcityWe naturally want thing that we percieve to be scarce and pricelessCultivate this sense of scarcity in your employee by creating vision of the company as unique, something rare, and difficult to achieve“Karena record Bapak selama 12 bulan terakhir baik sekali, kami menawarkan Loan-on-phone Rp. 25 juta Kesempatan terbatas ini hanya kami berikan kepada 100 customer terbaik…”
17Conformity People like to conform with the mainstream Application: Ads Model, Politic, CelebrityLady Di, Demi Moore
18Liking : “The Outsiders” We naturally want to associate with people that we likeStress the similarities you have with your team and look for ways to build bridges to them through social occasion that play up those similaritiesTom Cruise, Emilio Estevez, Ralph Macchio, Patrick Swayze, Matt Dillon, C. Thomas Howell, Rob Lowe
19What not to do Avoid the hard sell Compromise Don't confuse argument with persuasionPersuasion is not a one-shot effort