1 persuasion and influence: necessary skills for business analysts jeanette bordelon mba, pmp, ctm...

Persuasion and Influence:

Necessary Skills for Business Analysts

Jeanette Bordelon MBA, PMP, CTMBordelon Consulting, Inc.www.thePersuasivePM.comJeanette@thePersuasivePM.com

IIBA-MN April 2010

IIBA-MN April 2010 www.ThePersuasivePM.com 2

Persuasion Persuasion – what exactly is it? Hierarchy of Persuasion 12 Laws of Power Persuasion 5 “C’s” of Trust The 3+ “R’s” of Resistance

Persuasion – What is it?

Negotiation

Compromise

Motivation

PowerCoercion Influence

Persuasion - Definition

The process of changing or reforming attitudes, beliefs, opinions or behaviors toward a

predetermined outcome through voluntary compliance

Five P’s of Success Psyche Persistence Personal Development Passion Persuasion

Persuasion

Influence others with integrity

Dark Side

Bright Side

Persuasion

Effective persuaders:1. Use adaptation and make a lasting

impact.2. Recognize two paths to persuasion:

Conscious and Sub-conscious.

3. Understand that we are persuaded by reason and moved by emotion.

Hierarchy of Persuasion®

Long Term Benefit

Short Term Benefit

CommitmentCooperation

Compliance

Coercion

Control

Value of Persuasion

Basic “rut” syndrome

Value of Persuasion

Opportunity for change: Forced or Self-Initiated

Value of PersuasionExternal or Internal?

Value of PersuasionPositive Impact to life-time project value,

business and personal success

12 Laws of Persuasion Dissonance Obligation Connectivity Social Validation Scarcity Verbal Packaging

Contrast Expectations Involvement Esteem Association Balance

12 Laws of Persuasion

#1 - Dissonance (Internal pressure)

• Denial• Reframing• Modification• Ignore

#2 - Obligation (How to get anyone to do a favor for you)

• Gifts• Favors• Secrets & Intimacy

#3 - Connectivity (Contagious cooperation)

• Halo effect• Smile, use humor• Sincere Interest in others

(ask questions)• Body Language (55/38/7)• Mirror/Matching

12 Laws of Persuasion#3 - Connectivity

(Contagious cooperation-Halo Effect)

• Grounded• Relaxed• Alert/Aware• Connected• Energetic

#4 – Social Validation (The art of social pressure)

• Group setting• Trusted source(s)

#5 – Scarcity (Get anyone to take immediate action)

• Limited time• Limited exposure• Limited offering

#6 – Verbal Packaging (The Leverage of Language)

• Positive• Use stories to paint a vivid picture• Emotion packed words• Value of silence

#6 – Verbal Packaging (The Leverage of Language)

BUT AND

IF WHEN

PROBLEM OPPORTUNITY

#7 – Contrast (How to create extra value)

• Alternative recommendations

#8 – Expectations (The impact of suggestion)

• Self-fulfilling prophecy• Parkinson’s Law – work expands to

fill the time available

#9 – Involvement (Create and awaken curiosity)

• Increase participation• Ask for advice• Use “yes” questions• Direct conversation through

questions

#10 – Esteem (How sincere praise releases energy)

• Build up team• Give credit where due• Criticize in private• Ask for opinions

#11 – Association (Create the climate)

• Branding-Bonding• Use senses• Respected sponsor

#12 – Balance (Logical Mind versus Emotional Heart)

• Specific• Examples• Emotional stories

12 Laws of Persuasion Dissonance Obligation Connectivity Social Validation Scarcity Verbal Packaging

Contrast Expectations Involvement Esteem Association Balance

What People Want

ecurityssentials-tras

“Become a Magnet” The 5 “Cs” of Trust

Credible Confident Congruent Character Competent

Rate Yourself!

The 3+ “Rs” of Resistance

Reason Resources Representative Lack of self-confidence

It’s Your Choice!

Decision

Action Interpretation

ObservationOutcome

It’s Your Choice!

Decision

Action Interpretation

ObservationOutcome

Take Control!

“A positive mental attitude is an irresistible force that knows no such thing as an immovable body.” (Napoleon Hill)

“What you believe, you will achieve. If you are not achieving what you want, perhaps your internal beliefs are leading you to believe something else.” (Jeanette Bordelon)

Chapter Meeting Specials!

360° Leadership Assessment 2-day Leadership and Persuasion

Seminar – Minneapolis, May 7-8, 2009 (Friday-Saturday session)

“The state of your life is nothing more than a reflection of your state of mind.” (Dr. Wayne W Dyer)

“Don’t wait. The time will never be just right.” (Napoleon Hill)

The Persuasive PMPresentations, Seminars, Workshops

Jeanette Bordelon, MBA, PMP, CTMBordelon Consulting, Inc.(773) 373-6113www.thePersuasivePM.comJeanette@thePersuasivePM.com

Questions

1 persuasion and influence: necessary skills for business analysts jeanette bordelon mba, pmp, ctm...

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