The Power of Persuasion:Developing Influence to Become Your Own Best Advocate
Dr. Ken HaycockOctober, 2015
Why?
Applying What We Know
Death by Opportunity?
What Works… and does not…
Trust is CriticalCharacterCompetenceConfidenceCredibilityCongruence
Mortensen, 2008
Advocacy Rules
The Means Not The End
Influence
Universal Principles
The Values Pyramid
Environmental—Is it an issue?
Values—Congruent
?Political—Support?
Economic—What will it
cost?Technical—
Can we do it?Rosenblum, E. & Anderson, J. (2006). The water reclamation matrix: A framework for sustainable urban water use. In M. B. Beck & A. Speers, 2nd IWA Leading-Edge on Sustainability in Water-Limited Environments.IWA Publishing.
Yes! 50 Scientifically-Proven Ways…
When they think about persuasion, most people emphasize their own experiences too much, rather than depending on data or techniques.
Increase your persuasive power by understanding the core principles.
A small gift or favor will make you more persuasive. People will want to pay you back.
The public believes in authority, so enlist higher-ups on your side.
Yes!People want to be consistent and committed, so
show how your proposal aligns with their values.The rarer something is, the more people want it.
(note the problem of “free”)Individuals want to be liked, so practice seeing the
good in them.People tend to follow the majority.
By establishing norms, you can get them to act as you wish.
Admit your errors. Demonstrating honesty increases your influence..
Focus and PlanOn the Relationship (Networks!)On the ApproachOn the Context (for the individual, the system, the organization, the culture, the timing)On the Issues (determine arguments that support/against; determine costs/benefits to the other; assess vested interests and needs; provide examples and benchmarks)
Barnes, (2007
Whining
So…It is about leadership and relationships…Evidence is not the issue… although…It is understanding the target…It is understanding the strategies… whining…We need to exercise social influence…The relationship is the message… networks…Tomorrow is too late to start…
Further Reading…For fun…
Work the pond! Use the power of positive networking to leap forward in work and life. Darcy Rezac, Judy Thomson, and Gayle Hallgren-Rezac. Old Tappan, NJ: Prentice-Hall, 2005.
Yes! 50 scientifically proven ways to be persuasive. Noah Goldstein, Steve Martin and Robert Cialdini. Free Press, 2008.
More heavy duty… Influence: Science and practice. 4th edition. Robert
Cialdini. Allyn & Bacon, 2001. Also recent articles by and about Cialdini in Harvard
Business Review and Scientific American.
Thank you!
Questions?Need further information?Looking for additional readings?
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[email protected]+1.778.689.5938
Skype: ken.haycock
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