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When To Influence People, When To Inform Them, And How To Know The Difference
Present Your Position First
- While pitching to decision-makers, the normal way of establishing the background and context, followed by the conclusion (that you wish is implemented) does not work.
- You need to pitch the conclusion first and then back it up with reasons and context.
- Focus on the people aspect instead of plain facts.
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SIMILAR ARTICLES & IDEAS:
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Key Idea
Principles of persuasion
- Reciprocation: People will be nice if you are.
- Consistency: It’s easier to get people to comply with requests they see as consistent with what they’ve already said.
- Social proof: People will more likely say yes when they see other people doing it too.
- Liking: You comply with requests from people you like more than from people you don’t like.
- Authority: Our tendency is to be persuaded by authority figures.
- Scarcity: If you offer people something rare or scarce, they are more likely to want it.
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Key Ideas
Communication in the virtual world
Bonding with colleagues in the real world is easy. It the virtual world, the tools we have available are video conferences, group messages, and email - all cold forms of communication.
Despite the challenges associated with online tool, there are simple rules we can use the make colleagues and clients like us.
Smiling makes people like you
Dale Carnegie published a book - How to Win Friends and Influence People. The importance of smiling is among his tips. If you seem pleased to see someone, they will be happy to see you.
If you don't have a natural smile, say "great great great" in verses of three, to get the same effect.
Finding common ground
Finding common ground is a first step to being charming.
Discussing the whole world of pandemic and common weather-related experiences is an excellent way to find that common ground.