Persuasion: elements and ethics
- What are the skills that we have to master to be effective persuaders?
- Understanding how these skills can be developed
- What are beliefs and assumptions we make about persuasion?
- What happens to information when it comes in to our brain?
- What happens to information for it to get out!
- Understanding our Reticular Activating System – how the brain processes information and solves problems
The lens of belief
- Beliefs, patterns, rules. Understanding how we seek to make sense of our experiences to understand and predict behaviour – a process which usually creates few benefits and many problems
- Analysis of examples from our own experience
- The ABCD model – our feelings and reactions are largely created by our belief systems, rather than the events around us, or by the actions of other people
- How this affects issues such as control and responsibility
- Beliefs and expectations
- How to deal with irrational beliefs, both yours and those of other people
- What makes up effective communication?
- Gaining commitment from others
- The skills of advocacy, reflection and inquiry
- Examining the most effective communication styles
- Doing your research – know what you are talking about
Connecting with others
- How to engage with others – building rapport
- The elements of rapport building
- Listening and responding – adding value to the conversation
- Demonstrating your integrity and credibility
Making a contribution
- Understanding the rule of reciprocation
- What’s in it for us and what’s in it for them?
- How to express the benefits so they stick
- Reframing the argument
- How to keep our mind on the job and totally present to the outcome
Techniques and strategies to communicate effectively with people with different systems and styles
- Understanding others’ motivations, drivers and communication styles
- Developing communication strategies for these different types
- Develop a deeper understanding of our own motivation and drivers
The idea in practice
- Principles and business applications
- Putting all this into practice – getting feedback and developing mastery