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Persuasion and Influence:
Necessary Skills for Business Analysts
Jeanette Bordelon MBA, PMP, CTMBordelon Consulting, [email protected]
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
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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
IIBA-MN April 2010 www.ThePersuasivePM.com 9
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
IIBA-MN April 2010 www.ThePersuasivePM.com 14
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
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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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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
IIBA-MN April 2010 www.ThePersuasivePM.com 25
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
IIBA-MN April 2010 www.ThePersuasivePM.com 29
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) [email protected]
Questions