page 2 Relationship Based Persuasion
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In their post The Art of Woo G. Richard Shell and Mario Moussa describes a four step approach to strategic persuasion. They explain that persuasion means to win others over, not to defeat them. Thus it is very important to be able to see the topic from different angles in order to anticipate the reaction of others to a proposal.
Step 1: Survey your situation. This step includes an analysis of the situation of the persuader, his goals and the challenges he faces in his organisation. Step 2: Confront the five barriers. There are five obstacles that pose the greatest risks to a successful influence encounter: relationships, credibility, communication mismatches, belief systems, interest and needs. Step 3: Make your pitch. People need solid reason to justify a decision, yet at the same time many decisions are taken on the basis of intuition. This step also deals with presentation skills. Step 4: Secure your commitments. In order to safeguard the long-time success, it is vital to deal with politics at the individual and organisational level
Persuasion as a Process of Communication
What is a process? A process is a series of actions or events. This means that communication has no fixed beginning or ending. As the participants express, interpret and reply to each other’s messages, the process develops. When we say that persuasion is a process of communication, we imply that without communication, persuasion is impossible. It also means that persuasion is a dynamic, on-going process that includes the expression and interpretation of messages. From the foregoing discussion, we can postulate that persuasion is a process of communication in which a communicator succeeds in voluntarily forming, sustaining or changing the attitudes or behaviour of one recipient or a group of recipients, in accordance with what the communicator intends by his or her message. It is important to also state
that persuasion can be used to sustain or strengthen existing attitudes or behaviour, or to encourage recipients to form attitudes and behaviour. For example, advertisements for banking institutions which advertise new services or lower rates not only try to persuade people to become clients of the institution (change), but also try to persuade existing clients to stay with them (reinforcing).
click here to view page 1
In their post The Art of Woo G. Richard Shell and Mario Moussa describes a four step approach to strategic persuasion. They explain that persuasion means to win others over, not to defeat them. Thus it is very important to be able to see the topic from different angles in order to anticipate the reaction of others to a proposal.
Step 1: Survey your situation. This step includes an analysis of the situation of the persuader, his goals and the challenges he faces in his organisation. Step 2: Confront the five barriers. There are five obstacles that pose the greatest risks to a successful influence encounter: relationships, credibility, communication mismatches, belief systems, interest and needs. Step 3: Make your pitch. People need solid reason to justify a decision, yet at the same time many decisions are taken on the basis of intuition. This step also deals with presentation skills. Step 4: Secure your commitments. In order to safeguard the long-time success, it is vital to deal with politics at the individual and organisational level
Persuasion as a Process of Communication
What is a process? A process is a series of actions or events. This means that communication has no fixed beginning or ending. As the participants express, interpret and reply to each other’s messages, the process develops. When we say that persuasion is a process of communication, we imply that without communication, persuasion is impossible. It also means that persuasion is a dynamic, on-going process that includes the expression and interpretation of messages. From the foregoing discussion, we can postulate that persuasion is a process of communication in which a communicator succeeds in voluntarily forming, sustaining or changing the attitudes or behaviour of one recipient or a group of recipients, in accordance with what the communicator intends by his or her message. It is important to also state
that persuasion can be used to sustain or strengthen existing attitudes or behaviour, or to encourage recipients to form attitudes and behaviour. For example, advertisements for banking institutions which advertise new services or lower rates not only try to persuade people to become clients of the institution (change), but also try to persuade existing clients to stay with them (reinforcing).
how to persuade people Relationship Based Persuasion
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April 23, 2019
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