1. Persuading Individuals and Audiences
Chapter 8
Persuading Individuals and Audiences
“Persuasion is a governing power. Those who have it use it to their advantage. Those who don’t have it let it run their lives.”
~ Paul Messaris (Author)
Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations
Slides by Caroline Juszczak

2. Chapter Objectives
Persuade someone to do something they might not have considered.
Persuade co-workers or team members even when you have no direct authority.
Incorporate tactics and strategies to improve your persuasive skills.
Influence others to change their behaviours.
Use elements of persuasion to give an effective presentation.
Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations
Slides by Caroline Juszczak

3. What is Persuasion? Good persuaders: Are good listeners.
Persuasion, a form of influence, is the process of guiding people toward the adoption of a behaviour, belief or attitude that the persuader prefers.
Are good listeners.
Solicit and give feedback.
Read other people and sense what’s appropriate in a given situation.
Think creatively about what’s best for the common good.
Are prepared.
Are empathetic.
Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations
Slides by Caroline Juszczak

4. Why Persuasion is Important
Employees today show little tolerance for unquestioned authority.
More and more companies are adopting a nonhierarchical environment.
Today’s business world is moving toward teams and “virtual” work, where a higher authority seldom mandates decisions.
The skill of persuasion can be an effective means for achieving your goals.
Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations
Slides by Caroline Juszczak

5. Balance Theory Diagram
Figure 8.1
Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations
Slides by Caroline Juszczak

6. Balance Theory Example
Figure 8.2
Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations
Slides by Caroline Juszczak

7. Additional Persuasion Theories
Cognitive dissonance
Inoculation theory
ACE theory
Appropriateness
Consistency
Effectiveness
Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations
Slides by Caroline Juszczak

8. Establishing Credibility
Stems from four personal characteristics:
Expertise
Trustworthiness
Composure
Positive impression or appearance
Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations
Slides by Caroline Juszczak

9. Framing for Common Ground
Sets a collaborative tone and attains three interrelated objectives:
Provides a perspective we would like the other party to consider.
Provides an open-minded way for alternatives and ideas to be compared and contrasted.
Creates a logical structure by which decisions can be made.
Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations
Slides by Caroline Juszczak

10. Reinforcing with Logic and Reasoning
Presenting compelling evidence is extremely effective.
Facts and data can determine whether your audience supports your argument.
Know the sources of your data.
Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations
Slides by Caroline Juszczak

11. Establishing an Emotional Connection
It is essential to appeal to people’s:
Feelings
Fears
Values
Dreams
Frustrations
Egos
Vanities
Desires
Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations
Slides by Caroline Juszczak

12. Strategies for Effective Persuasion
Believe in yourself.
Show your commitment and passion.
Know your audience.
Use facts, data and logic.
Use human terms rather than technical terms.
Use appropriate non-verbal communication.
Maintain your composure.
Use props to enhance your story, not steal the show.
Provide reinforcement and follow through.
Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations
Slides by Caroline Juszczak

13. Persuading or Manipulating?
Who is really benefiting as a result of this act?
Is the information being presented accurately?
Does this interaction feel like a test of wills or is it a healthy and positive debate?
Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations
Slides by Caroline Juszczak

14. Defending Against Manipulation
Be clear about your convictions and why you hold them.
Think substance, not appearance.
Doubt the truth of what’s being said.
Know the source.
Consider the needs of others besides yourself.
Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations
Slides by Caroline Juszczak

15. Making Effective Presentations
The presenter must give information, but also get the audience to accept, believe and act on the ideas presented.
It is crucial to determine your reason for giving the presentation and find the need behind your idea.
After determining the information, shape the message to your audience.
Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations
Slides by Caroline Juszczak

16. Before the Presentation
Research your intended audience
Determine appropriate dress
Prepare your remarks
Practice
Relax
Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations
Slides by Caroline Juszczak

17. During the Presentation
Begin with an anecdote or quote
Give your audience an organised framework
Present the core of your argument at the beginning
Make your session interactive
Use technology, but sparingly
Be interesting but not necessarily entertaining
Summarise
Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations
Slides by Caroline Juszczak

18. After the Presentation
Evaluate
What went well?
What can you do differently in the future?
Follow up
Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations
Slides by Caroline Juszczak

19. Strategies for Dealing with Stage Fright
Prepare
Visit the site
Visualise success
Maintain realistic expectations
Gain experience
Talk about something that interests you
Develop a relaxation routine
Use visual aids
Use gestures
Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations
Slides by Caroline Juszczak

20. Summary
Persuasion can benefit you in your personal and professional endeavours.
Your ability to get what you want is influenced by your knowledge and application of persuasion theory and techniques.
Knowing what influences your persuasiveness enables you to influence others to act or believe in something that benefits them as well as you.
Copyright  2006 McGraw-Hill Australia Pty Ltd PPTs t/a Interpersonal Skills in Organisations
Slides by Caroline Juszczak