CAREER DEVELOPMENT INSTITUTE
Confidence, Fluency and Personality!
Persuade others to follow you
Change people’s opinion to match your desired state; change a “No” to a “Yes”
Let’s consider an example. Suppose a supervisor wants to get a member of his staff to come
to work on time. The first attempt may go like this:
“Jane, I want you to be on time when you come to the office!”
Jane agrees, makes an effort to be on time next time, though after a couple of weeks fallsback to her original habit. The supervisor calls her again and says,
“Jane, this is not ac
ceptable. We had a chat about this and you agreed to sort itout. If you are late again, I have no choice to reduce your salary or you need to find yourself
Jane is completely taken back by this. She simply didn’t think her behavior was so se
rious orthat it deserved such a harsh reaction.Although she is put off by it, she starts to think that maybe she is not in the right job afterall. Perhaps it is time to move on and show this unforgiving supervisor that this is not theright way to handle people.As you can see, this story did not have a happy ending. A mishandling by her supervisor(along with other inefficient communication skills he might have had) led Jane to decidethat this company was not worth working for.
This situation could have been completely reversed if Jane’s supervisor was aware of
many other influence techniques he could have used in this scenario.
In this example, he used
and then went straight to
which is a last resortinfluence technique to be used only when all other techniques have failed.He could have employed many other techniques in between these to achieve his objective
of correcting Jane’s behavior
keeping her happy and motivated. It turns out that it isactually easy to use these range of techniques and we only need to train ourselves to be