Management Tips
Illustration by Neil Webb

Using persuasion at work


From:

Management Tips

with Todd Dewett
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Video: Using persuasion at work

Contrary to popular belief, persuasion is not a bad thing. It's a natural part of productive communication at work. Let's be clear, persuasion is an honest and well-intentioned attempt to get someone to think or act in a particular way. To persuade is not to manipulate. Manipulation is a dishonest attempt to get someone to think or act in a way that serves you with the intent of hurting the other person, or at least without the intent of really helping them. Being persuasive begins before you enter into a conversation.
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  1. 31s
    1. Welcome
      31s
  2. 4m 56s
    1. Being a leader, not a micromanager
      2m 21s
    2. Managing your manager
      2m 35s
  3. 5m 11s
    1. Managing millennials
      2m 18s
    2. Managing a multigenerational workforce
      2m 53s
  4. 4m 48s
    1. Avoiding burnout at work
      2m 30s
    2. Learning how to say no
      2m 18s
  5. 5m 38s
    1. Managing poor performance
      2m 45s
    2. Delivering employee feedback
      2m 53s
  6. 5m 26s
    1. Cultivating future leaders
      2m 46s
    2. Hiring to fill gaps in your team
      2m 40s
  7. 5m 12s
    1. Networking within your organization
      2m 43s
    2. Understanding organizational politics
      2m 29s
  8. 5m 8s
    1. Retaining top performers
      2m 31s
    2. Engaging your high potentials
      2m 37s
  9. 5m 29s
    1. Getting your team unstuck
      2m 48s
    2. Coaching your team
      2m 41s
  10. 4m 54s
    1. Offering a needed apology
      2m 25s
    2. Fixing mistakes
      2m 29s
  11. 5m 24s
    1. Creating a lasting first impression
      2m 33s
    2. Reading body language
      2m 51s
  12. 5m 45s
    1. Becoming a change agent
      3m 0s
    2. Finding targets for innovation
      2m 45s
  13. 4m 41s
    1. Earning your next promotion
      2m 33s
    2. Planning for your next raise
      2m 8s
  14. 5m 23s
    1. Making work fun
      2m 43s
    2. Finding purpose in your work
      2m 40s
  15. 5m 0s
    1. Becoming a better listener
      2m 44s
    2. Communicating with candor
      2m 16s
  16. 5m 48s
    1. Assessing your organization's change readiness
      2m 51s
    2. Initiating change conversations
      2m 57s
  17. 5m 6s
    1. Building trust
      2m 32s
    2. Avoiding blame
      2m 34s
  18. 5m 39s
    1. Embracing failure
      2m 33s
    2. Developing your creativity
      3m 6s
  19. 6m 25s
    1. Making better decisions at work
      3m 9s
    2. Creating solutions, not policies
      3m 16s
  20. 5m 42s
    1. Motivating team members
      2m 35s
    2. Empowering through BHAGs
      3m 7s
  21. 6m 6s
    1. Breaking through with brainstorming
      3m 16s
    2. Embracing the devil's advocate
      2m 50s
  22. 4m 32s
    1. Storytelling at work
      2m 39s
    2. Building transparency into your work culture
      1m 53s
  23. 5m 22s
    1. Keeping a virtual team connected
      2m 27s
    2. Building a destination workplace
      2m 55s
  24. 5m 34s
    1. Surviving the loneliness of leadership
      2m 52s
    2. Developing work and life balance
      2m 42s
  25. 5m 22s
    1. Working with people you don't like
      2m 50s
    2. Knowing the difference between quitting and refocusing
      2m 32s
  26. 5m 7s
    1. Motivating by getting your hands dirty
      2m 17s
    2. Using persuasion at work
      2m 50s
  27. 5m 39s
    1. Planning your team-building retreat
      2m 50s
    2. Facilitating your team-building retreat
      2m 49s
  28. 4m 59s
    1. 5 Phrases to Avoid
      2m 39s
    2. The keys to great conversation
      2m 20s
  29. 5m 24s
    1. Giving a realistic job preview
      2m 30s
    2. Rethinking the job description
      2m 54s
  30. 5m 39s
    1. Surviving a bad boss
      3m 1s
    2. Making and recovering from mistakes
      2m 38s
  31. 5m 30s
    1. Discovering the problem with teams
      2m 39s
    2. Getting serious about autonomy
      2m 51s
  32. 5m 59s
    1. Managing creative talent
      3m 2s
    2. Managing technical talent
      2m 57s
  33. 5m 57s
    1. Three dangerous leadership assumptions
      3m 4s
    2. The danger of short-term thinking
      2m 53s
  34. 5m 47s
    1. Leading as an introvert
      3m 13s
    2. Are leaders born or bred?
      2m 34s
  35. 6m 3s
    1. Fighting bureaucracy
      3m 6s
    2. Not all best practices are best
      2m 57s
  36. 6m 40s
    1. Selling your ideas
      2m 30s
    2. Leading with ideas over numbers
      4m 10s
  37. 5m 56s
    1. Restarting a stalled project
      3m 15s
    2. Building a better meeting
      2m 41s
  38. 5m 5s
    1. Navigating common ethical dilemmas
      2m 31s
    2. Making tough decisions
      2m 34s
  39. 4m 22s
    1. Maximizing personal potential
      2m 16s
    2. Diversity’s real power
      2m 6s
  40. 6m 49s
    1. Thinking about hiring in a new way
      3m 18s
    2. Creative onboarding
      3m 31s
  41. 5m 33s
    1. Pushing your limits
      2m 57s
    2. Understanding strengths and weaknesses
      2m 36s
  42. 5m 58s
    1. Questioning competency models
      3m 17s
    2. Hiring a few originals
      2m 41s
  43. 5m 22s
    1. Developing executive presence
      2m 56s
    2. Earning respect
      2m 26s
  44. 6m 8s
    1. Building consensus
      3m 0s
    2. Speaking to be heard
      3m 8s
  45. 6m 19s
    1. Embracing personal evolution
      3m 25s
    2. The art of delayed gratification
      2m 54s
  46. 6m 4s
    1. Rethinking productivity
      2m 59s
    2. Understanding averages and exceptions
      3m 5s
  47. 6m 10s
    1. Using positive power and politics
      3m 8s
    2. Creating needed debate
      3m 2s
  48. 5m 14s
    1. So you want to be a leader?
      2m 39s
    2. Inspiration is a choice
      2m 35s
  49. 5m 5s
    1. Predicting challenges
      2m 23s
    2. Knowing when to engage positive conflict
      2m 42s
  50. 2m 56s
    1. Office etiquette
      2m 56s
  51. 2m 32s
    1. Understanding personality types at work
      2m 32s
  52. 2m 23s
    1. Using phone etiquette
      2m 23s
  53. 3m 3s
    1. Working with difficult bosses
      3m 3s
  54. 2m 32s
    1. Dealing with a public insult from your boss
      2m 32s
  55. 2m 14s
    1. The successful contrarian
      2m 14s
  56. 3m 3s
    1. How to quit your job successfully
      3m 3s
  57. 3m 13s
    1. Structuring an effective presentation
      3m 13s
  58. 2m 44s
    1. How to deliver an effective presentation
      2m 44s
  59. 2m 22s
    1. Dealing with a new boss off to a bad start
      2m 22s
  60. 2m 44s
    1. Myth of creative genius
      2m 44s
  61. 2m 41s
    1. Changing routines to build new thought
      2m 41s
  62. 2m 35s
    1. Managing emotions at work
      2m 35s
  63. 2m 47s
    1. Making risk feel like learning
      2m 47s
  64. 3m 10s
    1. The difference between creativity and innovation
      3m 10s
  65. 2m 47s
    1. People don't hate change
      2m 47s
  66. 3m 2s
    1. Developing a personal board of directors
      3m 2s
  67. 2m 52s
    1. Avoiding the Peter Principle
      2m 52s
  68. 2m 33s
    1. A simple approach to personal ethics
      2m 33s
  69. 2m 43s
    1. Dealing with inappropriate comments
      2m 43s
  70. 2m 41s
    1. Telling someone how they are viewed by others
      2m 41s
  71. 2m 59s
    1. How to improve communication immediately
      2m 59s

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Watch the Online Video Course Management Tips
5h 26m Appropriate for all Aug 21, 2013 Updated Jan 07, 2015

Viewers: in countries Watching now:

In this weekly series, Todd Dewett, PhD, shares the tips respected and motivated managers use to improve rapport, navigate tricky situations, build better relationships, and drive the business forward. Each week, we'll release two tips ranging from avoiding the dreaded micromanagement to managing a multigenerational workforce, cultivating better listening skills, and developing an understanding of your organization's politics. Check back every Wednesday for more Management Tips.

This course qualifies for 5.25 Category A professional development units (PDUs) through lynda.com, PMI Registered Education Provider #4101.


The PMI Registered Education Provider logo is a registered mark of the Project Management Institute, Inc.

Subjects:
Business Education + Elearning
Author:
Todd Dewett

Using persuasion at work

Contrary to popular belief, persuasion is not a bad thing. It's a natural part of productive communication at work. Let's be clear, persuasion is an honest and well-intentioned attempt to get someone to think or act in a particular way. To persuade is not to manipulate. Manipulation is a dishonest attempt to get someone to think or act in a way that serves you with the intent of hurting the other person, or at least without the intent of really helping them. Being persuasive begins before you enter into a conversation.

Step 1 is always to be focused on building a great track record of performance. The more credible you are, the more persuasive you will be. Next, never forget to serve others as much as you serve yourself. When you find ways to be supportive and lend a helping hand people respect your character. And that makes you more persuasive. Finally when prepping for a meeting or a conversation be sure to think about the people as much as you think about your arguments. Know the individual or individuals with whom you'll be speaking, and think about how to tailor your arguments just for them.

When you're actually speaking, be sure to nail these vital techniques. First, create emotion. Ultimately, you want people to think. But one of the best ways to help them think is to make them feel. Create positive emotions by showing positive emotions. Eye contact, smiles, the movement or your head, arms, and body. These are non-verbal indicators of the passion you have for the topic. You can also build emotion by using examples. Too often people use straight logic in attempt to be persuasive.

Use examples, they draw mental pictures that evoke emotions. You can use a picture, a story, or maybe a video. Let good examples make your case. Next, do yourself a favor, and remember that even though you don't love it, very often, compromise is necessary. A good rule of thumb is to resist compromise if someone brings it up early. However, half the time, you'll want to eventually engage some type of compromise. It helps you make some progress instead of no progress, and it gives you the ability to be persuasive later.

Since you helped them by comprising now. Finally, remember to feed the meter. If you're in a situation and finding yourself effectively using persuasion, good for you, but the job's not done. Later, whether by email, phone, or in person, you'll have to make your arguments again and do all the things we just talked about. Again, persuasion is a process used over time, not a onetime event. The ability to persuade matters to your career. Sometimes you're not getting what you need because your arguments aren't strong enough.

Other times, you've simply got to be more credible. Help more. Draw out a few more emotions. And be ready to compromise. That's what it means to be persuasive.

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