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Persuasion has received some bad publicity over the years and, for many, persuasion conjures up images of manipulation, deceit, or brainwashing. However, the superpower of persuasion is directly relevant in all of our day to day experience and even more to those leading change and transformation.
Persuasion is not merely a tool used by con artists, charlatans, and cheats. Nobel Peace Prize recipients and Pulitzer Prize winning journalists are also persuaders. In fact, most “professional” persuaders are engaged in socially acceptable, if not downright respectable, careers.
Fundamentally, much research in persuasion is based on nine tactics of persuasions (see below). Some tactics are more effective than others. Rational persuasion, inspirational appeals, and consultation tend to be the most effective, especially when the audience is highly interested in the outcomes of a decision process. Pressure tends to backfire and is typically the least effective of the nine tactics.
Sources: Falbe C.M. & Yuki G. (1992) Consequences for Managers of Using Single Influence Tactics and Combinations of Tactics; The Academy of Management Journal Vol. 35, No. 3, Aug; Gass R.H. & Seiter J.S. (2016) Persuasion: Social Influence and Compliance Gaining (Fifth Edition); Routledge
Evaluate which of the nine persuasion tactics that you use to convince others to take appropriate action. Also consider which of the tactics that most likely could be successfully used against yourself.
High levels of emotional intelligence benefit individuals in any occupational field. The concept describes three types of model that help us to understand the notion of Emotional intelligence and reviews a wide range of benefits, weaknesses and key success factors.
Cognitive bias is a distortion in the way we perceive reality. This concept provides a comprehensive review of the cognitive bias that can affect individuals and organisations. You will also gain an understanding of the different kinds of biases and how to use techniques to level the playing field.
Organisations often believe that transformational leaders offer a magic bullet to attain higher workforce performance. Learn why transactional leadership styles are also beneficial and how to measure leadership effectively.
Join thousands of leaders benefiting from their bi-monthly copy of The Leading Edge on topics like Win with the Superpower of Persuasion, to keep themselves at the cutting edge of leadership and management thinking.
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