Use persuasive techniques to obtain adhesion
Managers today need more than just good ideas; they must also be able to convince people. How to develop your powers of persuasion?
Persuasion has become a key management skill. People no longer simply take orders from higher-ups; they want to be persuaded. This is particularly true of younger generations that do not tolerate authority like their elders once did. And as new technologies make information more readily available, control over information has lost its clout as a means of maintaining authority. Moreover, competitive pressure has forced changes upon traditional hierarchies, and multifunctional teams of equals are increasingly used. Effective persuasion can be broken down into four steps:
To be convincing, you first need to be credible. You must make sure that people perceive you as competent and trustworthy. If you lack credibility, you must seek support from a recognized expert or someone who is more trusted within the organization.
Searching for shared ground.
You must then prove that you share the interests of those you want to convince.
– Show that your proposal responds to their personal objectives;
– Appeal to shared values and beliefs;
– Speak their language.
Formulating compelling proposals.
Simple, logical, well-illustrated reasoning makes it easier for people to agree with you. It is particularly important to adapt your discourse to the personality type of people you want to convince.
Demonstrating emotional commitment reinforces your overall impact.
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