Join John Ullmen for an in-depth discussion in this video Provide rational analysis, part of Influencing Others.
…The first method is, Provide rational analysis.…This is using reasoning, logic, data, analysis.…Weighing pros versus cons.…Benefits versus costs.…It's very important, but a common mistake is that it's all that's needed.…Is typically necessary, but often insufficient.…Why?…Because, for important reasons, people often reason differently.…And there's legitimate uncertainty about the future, and data is rarely complete.…Research strongly shows that people typically make decisions…based on factors in addition to reason and logic.…
In one of my favorite examples, I worked…with an executive at a major media company, who…had tried several times to persuade the CFO to…adopt a much-needed, improved, customer relationship management software system.…The executive thought compelling data and cost benefit analysis…would be more than enough, especially for a finance leader.…But the CFO had seen plans that looked great…on spreadsheets turn disastrous when they encountered the real world.…He said no three times based on ever more thorough analysis.…
- Name a feeling that might inhibit you from inspiration-based influence.
- Explain how to most appropriately balance short-term and long-term results.
- Assess why “pains and gains” is a powerful motivator.
- List the steps of the advice influence technique.
- Identify the first thing you do when using social proof.
Skill Level Intermediate
1. Mindset and Habits for Influence
2. Influence Techniques
The power of gratitude1m 29s
1. What the Best Influencers Do Before They Influence
2. How to Choose the Best Influence Methods for Your Situation
3. How to Make Your Influence Welcomed and Wanted
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