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. As we'll see later, the executive finally succeeded, when he included several other tactics from our checklist.
To use rational analysis effectively. First, proactively engage with people who think independently, challenge you, and make suggestions. Listen to these people. Value these people. Second, even when you're confident you're right, don't stake your ego on a position. Generate alternatives, test assumptions, and explore possibilities. And third, keep asking. What information is missing from my analysis? What are some other possible causes and consequences? Fourth and finally, keep prioritizing. What is the very best reasoning and analysis that will appeal not just to me, but to the people I'm trying to influence.
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- Turning objections into actions
- Adding more impact to your ideas
- Establishing urgency
- Using the influence advantage checklist
- Influencing to inspire
- And many more...