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IIBA-MN April Persuasion – What is it? Negotiation Compromise Motivation Power Coercion Influence

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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

IIBA-MN April 2010 www.ThePersuasivePM.com 3

Persuasion – What is it?

Negotiation

Compromise

Motivation

PowerCoercion Influence

IIBA-MN April 2010 www.ThePersuasivePM.com 4

Persuasion - Definition

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

predetermined outcome through voluntary compliance

IIBA-MN April 2010 www.ThePersuasivePM.com 5

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

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Persuasion

Influence others with integrity

Dark Side

Bright Side

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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.

IIBA-MN April 2010 www.ThePersuasivePM.com 8

Hierarchy of Persuasion®

Long Term Benefit

Short Term Benefit

CommitmentCooperation

Compliance

Coercion

Control

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Value of Persuasion

Basic “rut” syndrome

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Value of Persuasion

Opportunity for change: Forced or Self-Initiated

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Value of PersuasionExternal or Internal?

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Value of PersuasionPositive Impact to life-time project value,

business and personal success

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

Contrast Expectations Involvement Esteem Association Balance

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12 Laws of Persuasion

#1 - Dissonance (Internal pressure)

• Denial• Reframing• Modification• Ignore

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12 Laws of Persuasion

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

• Gifts• Favors• Secrets & Intimacy

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12 Laws of Persuasion

#3 - Connectivity (Contagious cooperation)

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

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

IIBA-MN April 2010 www.ThePersuasivePM.com 17

12 Laws of Persuasion#3 - Connectivity

(Contagious cooperation-Halo Effect)

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

IIBA-MN April 2010 www.ThePersuasivePM.com 18

12 Laws of Persuasion

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

• Group setting• Trusted source(s)

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12 Laws of Persuasion

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

• Limited time• Limited exposure• Limited offering

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12 Laws of Persuasion

#6 – Verbal Packaging (The Leverage of Language)

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

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12 Laws of Persuasion

#6 – Verbal Packaging (The Leverage of Language)

BUT AND

IF WHEN

PROBLEM OPPORTUNITY

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12 Laws of Persuasion

#7 – Contrast (How to create extra value)

• Alternative recommendations

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12 Laws of Persuasion

#8 – Expectations (The impact of suggestion)

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

fill the time available

IIBA-MN April 2010 www.ThePersuasivePM.com 24

12 Laws of Persuasion

#9 – Involvement (Create and awaken curiosity)

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

questions

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12 Laws of Persuasion

#10 – Esteem (How sincere praise releases energy)

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

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12 Laws of Persuasion

#11 – Association (Create the climate)

• Branding-Bonding• Use senses• Respected sponsor

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12 Laws of Persuasion

#12 – Balance (Logical Mind versus Emotional Heart)

• Specific• Examples• Emotional stories

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

Contrast Expectations Involvement Esteem Association Balance

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What People Want

SEX

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What People Want

SEX

ecurityssentials-tras

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“Become a Magnet” The 5 “Cs” of Trust

Credible Confident Congruent Character Competent

Rate Yourself!

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The 3+ “Rs” of Resistance

Reason Resources Representative Lack of self-confidence

It’s Your Choice!

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Event

Decision

Action Interpretation

ObservationOutcome

It’s Your Choice!

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Event

Decision

Action Interpretation

ObservationOutcome

Take Control!

IIBA-MN April 2010 www.ThePersuasivePM.com 35

“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)

IIBA-MN April 2010 www.ThePersuasivePM.com 36

Chapter Meeting Specials!

360° Leadership Assessment 2-day Leadership and Persuasion

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

IIBA-MN April 2010 www.ThePersuasivePM.com 37

“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)

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The Persuasive PMPresentations, Seminars, Workshops

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

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