necessary skills for todaymydlc.com/pmi-mn/pdd/3.s4_persuasioninfluenceskills...persuasion and...
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Persuasion and Influence:
Necessary Skills for Today’s Leaders
Jeanette BordelonMBA, PMP, CTM
www.thePersuasivePM.com
PMI Minneapolis PDD Event September 2011
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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
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Persuasion – What is or isn’t it?
Negotiation
Compromise
Motivation
Power
Coercion Influence
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Persuasion - Definition
The process of changing or reforming attitudes, beliefs, opinions or behaviors toward a
predetermined outcome through voluntarycompliance
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Six P’s of Success
♦Psyche
♦Persistence
♦Personal Development
♦Passion
♦Positive Attitude
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There is very little difference in people – but that little difference makes a big difference. The little difference is ATTITUDE. The big difference is whether it is positive or negative.
(W. Clement Stone)
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Six P’s of Success
♦Psyche
♦Persistence
♦Personal Development
♦Passion
♦Positive Attitude
♦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.
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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 Persuasion
External or Internal?
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Value of Persuasion
Positive Impact to life-time project value,
Sustained 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
*Maximum Influence: The 12 Universal Laws of Power Persuasion by Kurt Mortensen –The Persuasion Institute
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12 Laws of Persuasion
#1 - Dissonance(Internal pressure)
• Denial
• Reframing
• Modification
• Ignore
• Acknowledge and Comply
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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)
• Smile, use humor• Sincere Interest in others
(ask questions)• Body Language (55/38/7)• Mirror/Matching• Halo Effect
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12 Laws of Persuasion
#3 - Connectivity(Contagious cooperation-Halo Effect)
• Grounded• Relaxed• Alert/Aware• Connected• Energetic
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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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Video
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12 Laws of Persuasion
#6 – Verbal Packaging(The Leverage of Positive Language)
BUT
IF
PROBLEM
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AND
WHEN
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
State What You DO Want . . .
not what you don’t want!
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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
*Maximum Influence: The 12 Universal Laws of Power Persuasion by Kurt Mortensen –The Persuasion Institute
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What Do People Want?
S
E
X
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What Do People Want?
S
E
X
ecurity
ssentials
-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
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“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’re not achieving what you want, perhaps your internal beliefs are leading you to achieve something else!” (Jeanette Bordelon)
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The Persuasive PM
Jeanette Bordelon, MBA, PMP, CTM
(773) 456-6246
www.thePersuasivePM.com
Questions