Persuasion

Ability to influence others to Ability to influence others to change their attitude and change their attitude and

Ability to influence others to Ability to influence others to change their attitude and change their attitude and change their attitude and change their attitude and

behavioursbehaviourschange their attitude and change their attitude and

behavioursbehaviours

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Influence is at the core of Influence is at the core of Everything.Everything.Influence is at the core of Influence is at the core of Everything.Everything.

Employer Influence their EmployeesEmployer Influence their EmployeesEmployer Influence their EmployeesEmployer Influence their Employees

Parent s Influence their ChildrenParent s Influence their ChildrenParent s Influence their ChildrenParent s Influence their Children

Children Influence their ParentsChildren Influence their ParentsChildren Influence their ParentsChildren Influence their Parents

InfluencingInfluencingInfluencingInfluencing

Manipulation Manipulation Manipulation Manipulation

Manipulation eventually leads to Manipulation eventually leads to disloyalty and distrustdisloyalty and distrust

Manipulation eventually leads to Manipulation eventually leads to disloyalty and distrustdisloyalty and distrustdisloyalty and distrustdisloyalty and distrustdisloyalty and distrustdisloyalty and distrust

Persuasion is all about influencing a Persuasion is all about influencing a person's person's BeliefsBeliefs, , AttitudeAttitude, , IntentionsIntentions, ,

MotivationMotivation, , BehaviourBehaviour and and ActionAction



Power to Power to Influence othersInfluence others

Is an Is an ARTART

Power to Power to Influence othersInfluence others

Is an Is an ARTART

Power to Influence otherPower to Influence otherIs all about DIRECTING theirIs all about DIRECTING their

THINKINGTHINKING

Power to Influence otherPower to Influence otherIs all about DIRECTING theirIs all about DIRECTING their

THINKINGTHINKING

Power to Influence otherPower to Influence otherIs all about getting othersIs all about getting others

ATTENTIONATTENTION

Power to Influence otherPower to Influence otherIs all about getting othersIs all about getting others

ATTENTIONATTENTION

Power to Influence othersPower to Influence othersIs all about getting othersIs all about getting others

ATTENTION to followATTENTION to followYour RECOMENDATIONSYour RECOMENDATIONS

Power to Influence othersPower to Influence othersIs all about getting othersIs all about getting others

ATTENTION to followATTENTION to followYour RECOMENDATIONSYour RECOMENDATIONS

Power to Influence otherPower to Influence otherIs all about getting others to sayIs all about getting others to say

Power to Influence otherPower to Influence otherIs all about getting others to sayIs all about getting others to say

YES!YES!YES!YES!YES!YES!YES!YES!

YES!YES!YES!YES!

YES!YES!YES!YES!


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Power to Influence othersPower to Influence othershelps in developing helps in developing

Power to Influence othersPower to Influence othershelps in developing helps in developing helps in developing helps in developing HIHGLY EFFECTIVE HIHGLY EFFECTIVE

TEAMS TEAMS

helps in developing helps in developing HIHGLY EFFECTIVE HIHGLY EFFECTIVE

TEAMS TEAMS


pppp rrrrEEEE uuuuSSSS iiii nnnnaaaaSSSSOOOOMaking other people understand our point Making other people understand our point Making other people understand our point Making other people understand our point Making other people understand our point Making other people understand our point

of view either for us to help them or for of view either for us to help them or for them to help US.them to help US.

Making other people understand our point Making other people understand our point of view either for us to help them or for of view either for us to help them or for

them to help US.them to help US.

pppp rrrrEEEE uuuuSSSS iiii nnnnaaaaSSSSOOOOMaking others to understand Making others to understand Making others to understand Making others to understand Making others to understand Making others to understand

Our THINKING and alsoOur THINKING and alsoUnderstand what others areUnderstand what others are

THINKINGTHINKING

Making others to understand Making others to understand Our THINKING and alsoOur THINKING and also

Understand what others areUnderstand what others areTHINKINGTHINKING






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AWARENESSAWARENESSAWARENESSAWARENESS

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COMMUNICATIONCOMMUNICATIONCOMMUNICATIONCOMMUNICATION


Is the art of getting people to do something Is the art of getting people to do something they wouldn’t ordinarily do if they are not being they wouldn’t ordinarily do if they are not being

persuaded to do sopersuaded to do so

Is the art of getting people to do something Is the art of getting people to do something they wouldn’t ordinarily do if they are not being they wouldn’t ordinarily do if they are not being

persuaded to do sopersuaded to do so

Art of PERSUASIONArt of PERSUASION

Art of PERSUASIONArt of PERSUASIONBELEIFBELEIF

Awakening a belief on the part listeners that what ever is being Awakening a belief on the part listeners that what ever is being proposed is good for themproposed is good for them


Awakening a belief on the part listeners that what ever is being Awakening a belief on the part listeners that what ever is being proposed is good for themproposed is good for them

Art of PERSUASIONArt of PERSUASIONBELEIF BELEIF

Awakening a belief on the part listeners that what ever is being proposed is good for themAwakening a belief on the part listeners that what ever is being proposed is good for them

ACTION PLANACTION PLANShowing that well thoughtShowing that well thought--out plan of action is availableout plan of action is available


Awakening a belief on the part listeners that what ever is being proposed is good for themAwakening a belief on the part listeners that what ever is being proposed is good for them

ACTION PLANACTION PLANShowing that well thoughtShowing that well thought--out plan of action is availableout plan of action is available


Awakening a belief on the part listeners that what ever is being proposed is a good for themAwakening a belief on the part listeners that what ever is being proposed is a good for them

ACTION PLANACTION PLANShowing that wellShowing that well--thoughtthought--out plan of action is availableout plan of action is available

REALISTICREALISTIC




REALISTICREALISTICREALISTICREALISTICConvincing that plan of action is realistic and the right thing to Convincing that plan of action is realistic and the right thing to

dodo

REALISTICREALISTICConvincing that plan of action is realistic and the right thing to Convincing that plan of action is realistic and the right thing to

dodo




REALISTICREALISTIC




REALISTICREALISTICREALISTICREALISTICConvincing that plan of action is realistic and the right thing to doConvincing that plan of action is realistic and the right thing to do

CLEAR UNDERSTANDINGCLEAR UNDERSTANDINGPushing the right button at the right time Pushing the right button at the right time

REALISTICREALISTICConvincing that plan of action is realistic and the right thing to doConvincing that plan of action is realistic and the right thing to do

CLEAR UNDERSTANDINGCLEAR UNDERSTANDINGPushing the right button at the right time Pushing the right button at the right time




REALISTICREALISTIC




REALISTICREALISTICREALISTICREALISTICConvincing that plan of action is realistic and the right thing to doConvincing that plan of action is realistic and the right thing to do

CLEAR UNDERSTANDINGCLEAR UNDERSTANDINGPushing the right button at the right timePushing the right button at the right time

APPEALINGAPPEALING

REALISTICREALISTICConvincing that plan of action is realistic and the right thing to doConvincing that plan of action is realistic and the right thing to do

CLEAR UNDERSTANDINGCLEAR UNDERSTANDINGPushing the right button at the right timePushing the right button at the right time

APPEALINGAPPEALING

Elements of APPEALING Elements of APPEALING Elements of APPEALING Elements of APPEALING

Elements of APPEALING Elements of APPEALING Elements of APPEALING Elements of APPEALING

PATHOS PATHOS -- AKA AKA -- EmotionsEmotions –– FFeelingeeling what you saywhat you say

AA carefully reasoned argument strengthened by an carefully reasoned argument strengthened by an

emotional appealemotional appeal has a tremendous power to INFLUENCEhas a tremendous power to INFLUENCE

Elements of APPEALING Elements of APPEALING -- PATHOS PATHOS

People more easily trust those they like and base their People more easily trust those they like and base their decisions on Emotional response to themdecisions on Emotional response to them

PATHOSPATHOS –– is about EMPATHY to stir EMOTIONS is about EMPATHY to stir EMOTIONS PATHOSPATHOS –– is about EMPATHY to stir EMOTIONS is about EMPATHY to stir EMOTIONS

ETHOS ETHOS -- AKA AKA –– Personal CredibilityPersonal Credibility

Personal Credibility is all about Personal Credibility is all about

FAIRNESS and HONESTYFAIRNESS and HONESTYHaving strong sense of right and wrong. Having strong sense of right and wrong.

Elements of APPEALING Elements of APPEALING -- ETHOS ETHOS

Having strong sense of right and wrong. Having strong sense of right and wrong. Good reputation, people are more likely to listen Good reputation, people are more likely to listen

INTENTIONS and COMPETENCYINTENTIONS and COMPETENCYCharismatic gesturesCharismatic gestures

Strong Voice and InflectionStrong Voice and Inflection

People tend to consider information more trustworthy and People tend to consider information more trustworthy and credible when presented in a sensory, experiential mannercredible when presented in a sensory, experiential mannerPeople tend to consider information more trustworthy and People tend to consider information more trustworthy and credible when presented in a sensory, experiential mannercredible when presented in a sensory, experiential manner


YES!YES!YES!YES!

YES!YES!YES!YES!


ETHOS ETHOS -- AKA AKA –– Personal CredibilityPersonal Credibility

How you How you DRESSDRESS

Genuinely Genuinely INTERESTEDINTERESTED

How well you are How well you are ORGANIZEDORGANIZED


How well you are How well you are ORGANIZEDORGANIZED

How do you How do you RELATE RELATE

PrecisePrecise

People are easily persuaded by communicators who can People are easily persuaded by communicators who can express and ignite PASSION about their MESSAGEexpress and ignite PASSION about their MESSAGE

ETHOSETHOS –– is TRUSTWORTHINESS + SINCERITY is TRUSTWORTHINESS + SINCERITY

Above all it is the Above all it is the

EENERGY and NERGY and PASSIONPASSION


LOGOSLOGOS -- AKA AKA –– REASONINGREASONING

Elements of APPEALING Elements of APPEALING -- LOGOS LOGOS

REASONING REASONING –– INDUCTIVE and DEDUCTIVEINDUCTIVE and DEDUCTIVEInductiveInductive -- Reason which begins with specifics and moves toward a generalizationReason which begins with specifics and moves toward a generalization


REASONING REASONING –– INDUCTIVE and DEDUCTIVEINDUCTIVE and DEDUCTIVEInductive Inductive -- Reason which begins with specifics and moves toward a generalizationReason which begins with specifics and moves toward a generalization

Deductive Deductive -- Reason which starts with a general observation and moves Reason which starts with a general observation and moves

to specifics to specifics


Use of WORDSUse of WORDS

Choice of WORDSChoice of WORDS

Decides the level ofDecides the level of

PERSUASIONPERSUASION


PERSUASIONPERSUASION

People accept facts and People accept facts and

evidence that are corroborated evidence that are corroborated

by third partiesby third parties

LOGOS LOGOS -- AKA AKA –– REASONINGREASONING with PROOFwith PROOF

FACTS FACTS –– can be provencan be proven

DEFINITION/QUOTATIONS/OPINIONSDEFINITION/QUOTATIONS/OPINIONS

STATISTICS STATISTICS –– extends scientific supportextends scientific support


STATISTICS STATISTICS –– extends scientific supportextends scientific support

EXAMPLES EXAMPLES –– powerful illustrationspowerful illustrations

Which of the three elements do you use when put your Which of the three elements do you use when put your viewpoint in font of your students?viewpoint in font of your students?

Or in generalOr in general

THINK! THINK!

Or in generalOr in general

All these people have one thing in commonAll these people have one thing in common...?...?...?...?

As a persuasive speaker As a persuasive speaker they very carefully they very carefully observe which of the observe which of the three element of three element of Persuasion is DOMINANT Persuasion is DOMINANT while conversing with while conversing with while conversing with while conversing with others, and then others, and then accordingly they try to accordingly they try to MATCH the sameMATCH the same

It is being observed that the It is being observed that the PRIMARYPRIMARY and and

DOMINANTDOMINANTIt is being observed that the It is being observed that the PRIMARYPRIMARY and and

DOMINANTDOMINANT element amongst PERSUASIVE element amongst PERSUASIVE

SPEAKER isSPEAKER is

LOGOS LOGOS –– Choice of WordsChoice of Words

LOGOS LOGOS –– Choice of WordsChoice of WordsStoriesStories

IncidentsIncidentsIncidentsIncidentsNarrationsNarrationsQuotationsQuotations

CLARITY & PRECISIONCLARITY & PRECISION

From Business perspective..?From Business perspective..?

From Business From Business perspective perspective

PRIMARYPRIMARY and and

DOMINANTDOMINANT

From Business From Business perspective perspective

PRIMARYPRIMARY and and

DOMINANTDOMINANTBIG NOBIG NO DOMINANTDOMINANTelement amongst element amongst

PERSUASIVE PERSUASIVE Authority isAuthority is

ETHOSETHOS

DOMINANTDOMINANTelement amongst element amongst

PERSUASIVE PERSUASIVE Authority isAuthority is

ETHOSETHOS

BIG NOBIG NO

ETHOS ETHOS -- AKA AKA

PERSONAL CREDIBILITYPERSONAL CREDIBILITY

FAIRNESS and HONESTYFAIRNESS and HONESTY

INTENTIONS and COMPETENCYINTENTIONS and COMPETENCY


INTENTIONS and COMPETENCYINTENTIONS and COMPETENCY

Above all it is the Above all it is the

EENERGY and NERGY and PASSIONPASSION



TRUSTWORTHINESS TRUSTWORTHINESS -- Personal Credibility Personal Credibility

SINCERITY SINCERITY -- Intrapersonal Intelligence Intrapersonal Intelligence

SINCERITY SINCERITY -- key ingredient for EMPATHY key ingredient for EMPATHY SINCERITY SINCERITY -- key ingredient for EMPATHY key ingredient for EMPATHY

EMPATHY EMPATHY -- TRUST TRUST

TRUST TRUST –– is between people is between people

TRUST TRUST –– NOT within people NOT within people

Breach of TRUST Breach of TRUST –– NO EMPATHY NO EMPATHY

EMPATHY EMPATHY

EMPATHY EMPATHY

Listening with HEART & HEAD Listening with HEART & HEAD

Ability to read EMOTIONS Ability to read EMOTIONS

Detached INVOLEMENT Detached INVOLEMENT

SINCERITY + EMPATHY = PERSUASION SINCERITY + EMPATHY = PERSUASION

INTELLIGENCEINTELLIGENCE

PERSUASIONPERSUASIONInterpersonal Interpersonal Intrapersonal Intrapersonal

Concluding RemarksConcluding Remarks

PERSUASION is ART PERSUASION is ART that enables individuals to get inside the that enables individuals to get inside the minds of other people and be effective in minds of other people and be effective in communicating with them by possessing communicating with them by possessing communicating with them by possessing communicating with them by possessing

the perfect blend of the perfect blend of

INTRA + INTER PERSONAL INTRA + INTER PERSONAL INTELLIGENCE INTELLIGENCE

PERSUASION is about PERSUASION is about Positive communication that results in Positive communication that results in

favourable outcomes and is NOTfavourable outcomes and is NOTfavourable outcomes and is NOTfavourable outcomes and is NOTManipulationManipulation


CONVICTION CONVICTION CONVICTION CONVICTION

EMPATHY EMPATHY EMPATHY EMPATHY

TRUST TRUST TRUST TRUST

Thank You! Thank You!



SINCERITY SINCERITY -- COMPETENCE COMPETENCE


EMPATHY EMPATHY -- WARMTH WARMTH


COMPETENCE COMPETENCE VSVS

WARMTH WARMTH

COMPETENCE VS WARMTH COMPETENCE VS WARMTH

Wait for my forthcoming presentation Wait for my forthcoming presentation

Once again Once again tthank you all! hank you all!

PERSUASIVE METHODS PERSUASIVE METHODS

ATTENTIONATTENTIONReason for listeningReason for listeningReason for listeningReason for listening

Create interestCreate interest

Use grabbing opening statementUse grabbing opening statement

Invoke curiosityInvoke curiosity

State the main pointState the main point

STATEMENT OF NEEDSTATEMENT OF NEEDIllustrate the needIllustrate the need

Enumerate Consequences Enumerate Consequences

Discuss AlternativesDiscuss Alternatives

STATEMENT OF NEEDSTATEMENT OF NEEDIllustrate the needIllustrate the need

Enumerate Consequences Enumerate Consequences

Discuss AlternativesDiscuss Alternatives

STATEMENT OF SOLUTIONSTATEMENT OF SOLUTIONExplain Proposed SolutionExplain Proposed Solution

Theoretical ExampleTheoretical Example

Give theoretical reasons why the proposed Give theoretical reasons why the proposed

STATEMENT OF SOLUTIONSTATEMENT OF SOLUTIONExplain Proposed SolutionExplain Proposed Solution

Theoretical ExampleTheoretical Example

Give theoretical reasons why the proposed Give theoretical reasons why the proposed Give theoretical reasons why the proposed Give theoretical reasons why the proposed

example is better than the current solutionsexample is better than the current solutions

Practical ExamplePractical Example

Give practical reasons of how applying the Give practical reasons of how applying the

proposed example works in real world proposed example works in real world

situationssituations

Give theoretical reasons why the proposed Give theoretical reasons why the proposed

example is better than the current solutionsexample is better than the current solutions

Practical ExamplePractical Example

Give practical reasons of how applying the Give practical reasons of how applying the

proposed example works in real world proposed example works in real world

situationssituations

RESTATEMENT OF PROPOSED SOLUTIONRESTATEMENT OF PROPOSED SOLUTIONNegative VisualizationNegative Visualization

Explain how the problem is worthy of changeExplain how the problem is worthy of change

Positive VisualizationPositive Visualization

Explain how the problem could be better with the proposed Explain how the problem could be better with the proposed

solutionsolution

RESTATEMENT OF PROPOSED SOLUTIONRESTATEMENT OF PROPOSED SOLUTIONNegative VisualizationNegative Visualization

Explain how the problem is worthy of changeExplain how the problem is worthy of change

Positive VisualizationPositive Visualization

Explain how the problem could be better with the proposed Explain how the problem could be better with the proposed

solutionsolutionsolutionsolutionsolutionsolution

RESTATEMENT AND SUMMARYRESTATEMENT AND SUMMARYCall to Action Call to Action

Statement of changeStatement of change

Mass Appeal Mass Appeal

Engagement Engagement