Presentation on theme: "Match-Pace-Lead A Refresher on Persuasion. How do we turn a chance encounter into a turning point… … a turning point into a tipping point for a social."— Presentation transcript:
Factors Influencing Persuasion Woodward, David. "The Art of Persuasion." Director 2010: 57. ABI/INFORM Complete. Web. 29 Mar. 2011.http://ezproxy.msu.edu/login?url=http://search.proquest.com/docview/821267391?accountid=12598 ReciprocationConsistencySocial Proof (“Me Too”)LikingAuthorityScarcity
Approaches Neurolinguistic programming Rapport building Persuasion techniques Mirroring Physically (gestures, rate of movement) Cognitively (rate of speech) Emotionally (speech volume, affect, mood) Sensing (type of information processing they do) Storytelling
That’s Great, But What About a Rubric for the Rest of Us?
Match-Pace-Lead Match Them Set the Pace Lead to Action
Match Their View Pace Their View Your View Lead Their View Your View Others’ Views Shared Value Link to Greater Good
MatchPaceLead ObjectiveUnderstand world view Introduce alternative view Mobilize by linking to others Introduces into Conversation Nothing!Shared value Alternative view Others Greater good Keys to SuccessListen more than talkShow you respect and understand their view Shift their perspective and mobilize Turning Point Mechanisms Seek to understand (not be understood) Shared valuesLinking to greater good PhrasesTell me about … Why is that? Help me understand…. Hhhmm… That’s interesting, another way to see it….. I used to see it that way…. …. “because” What can we do to help people see… I wonder… How do we get the word out Let’s…
Using your cards, where is Michael going right (wrong) with Match-Pace-Lead?