lunes, 9 de marzo de 2015

Influencing and Persuasion skill

In the business world, people will achieve nothing without communication with influencing and persuasion, people have to communicate with employers, employees, clients, suppliers and customers. Using Influencing and persuasion in those communications can change the course of your career.

True persuasion and influence means that you are able to convince others of the merit of your ideas without needing to bully or disrespect others. Instead, you learn to understand what a particular person needs to hear, believe, or see in order to be persuaded. Then you are able to deliver the missing information or communication in the way the other person is actually able to hear it. Influencing by being abrasive or aggressive can work from time to time, but there will still be underlying disagreement that affects the team.

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Establishing Rapport

Rapport is an important concept in the business world. Establishing a level of relationship with someone so you feel comfortable is what we call rapport.

There are six steps for building rapport.

It is important to remember that people are more readily influenced and persuaded by people they like. And people like people when they are similar to themselves.

  • Match the Person’s modality.
  • Mirror the person’s philosophy. Body language is a useful tool that you can learn to use. You can mimic another’s body language when you want to build rapport with them.
  • Match the person’s voice.
  • Match the person’s breathing.
  • Match the way the person deals with information.
  • Match common experiences. 

Linguistic tools for Influence and Persuasion.

  • Reframing. It is the process of changing a negative statement into a positive one by changing “the frame” or reference used to interpret experience. The basis of reframing is to separate intention from behaviour and consequence so that you can then draw a correlation between them as a part of your persuasive argument.

  • Using someone’s name. Addressing someone by their name is a way to establish rapport because it signals a level of connection, it can make them feel special, and it can subtly remind them that your message is directed to them.

  • Mind reading.  You indicate with your choice word that you know what the other person is thinking.

  • Lost performative. In this technique you make a neutral, easy to agree statement with no indication of the source of the information.

  • Cause and effect relationships. This helps you put across a message when you want the other person to see the effect of what you are talking about.

  • Presuppostion. This is something that you have not stated but that is assumed to be present or true for your statement to be understood.

  • Universal beliefs. You can use universal beliefs to get the person in the habit of agreeing with you.

  • Tag questions. This tool gets the other person to think about what you said and then answer it in their mind. Since we can think about five times faster than we can talk, this can work well in persuasion and influencing.

  • Embedded commands.

·         Influencing and persuasion skills – MTD Training.

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