Executive Persuasion Strategy By Consultant Roger Dawson

~To Persuade, Discover which of these Character Traits the Target has. ~

Optimist: When Positive Event Happens, He Thinks (ppp) - Pessimist: When Positive Event Happens, He Thinks (iii) - It’s
It’s Personal, Permanent, and Pervasive. Impersonal, Impermanent, and Isolated.
When Negative Event Happens, He Thinks (iii) - It’s When Negative Event Happens, He Thinks (ppp) - It’s
Impersonal, Impermanent, and Isolated. Personal, Permanent, and Pervasive.

Acceptance or Control Centered- Needs Acceptance of Agreement or Skill Centered- Needs to Convince Others of
Others Or Control of Situation His Opinions or Focuses on Own Competence.

Matcher- Stability Seeker. Persuaded by Consistency Mismatcher- Change Seeker. Persuaded by Novelty

Emotional-Needs Enthusiasm and Friendliness Logical-Needs Concrete Proof of Results

Assertive-Needs Quicker Decisions Non-Assertive -Needs More Information and Slower

Decisions
Visual Or Audio Needs To See Or Hear Evidence Kinesthetic Feeler-Needs To Experience Results By Instinct

Opportunity Focused - Motivated by Potential Pleasure or Necessity Focused - Motivated by what is Necessary or by
Benefits of Possibilities Pain of Consequences of Inaction

Self-Interest Focused-Values Personal Benefits Group Interest Focused-Values Company or Group Benefits

Field Dependent- Cares Greatly About Social Opinions Field Independent- Not Concerned about Others’ Opinions