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The Three Persuasion Strategies
Three basic strategies have been devised after studying 60 business leaders handling a variety of disagreements at the workplace:
- Cognitive Conversation Approach: Best for convincing those focused on the rational reasons for taking a decision.
- Champion Conversation Approach: Used for convincing colleagues with whom we are not cordial.
- Credible Colleague Approach: Best for convincing someone who already thinks we are unlikely to be successful by ourselves.
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Changing People’s Minds: Champion Conversation Approach
Engaging in a rational debate is useless when the detractor isn’t really a fan and harbours a grievance already.
- One has to avoid jumping into a debate with this kind of person and focus on learning about them and building rapport.
- Slowly understand their perspective and tr...
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Changing People’s Minds: Credible Colleague Approach
The detractor can be wholeheartedly opposed to your proposal, even believing that it may cause harm. This makes it impossible for them to agree with you.
- One can try to break the ice in this situation by bringing in a credible colleague, preferably a supervisor or manager.
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Changing People's Minds
Leadership, by its very nature, involves walking the tightrope, trying to navigate the complex relationships we have with our clients, colleagues and bosses.
Business decisions made by leaders often require buy-in from people who do not think as we do, and are not our natu...
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Changing People’s Minds: Cognitive Conversation Approach
When the opposition is logical and the detractor has many rational and practical counterarguments, one has to go for a cognitive conversation.
- One needs sound, logical arguments while making a good presentation, just like a lawyer.
- One has to set aside any e...
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1.29K reads
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