In this video, explore how to initiate reciprocation or exchange to influence others.
- Present striking comparisons or contrasts. Comparisons and contrasts can dramatically emphasize your point and open new ways of thinking and paths to different behaviors, which is crucial when you're trying to influence people to think or do things differently. Here's how to do it. The strongest comparisons focus on how two different things are actually alike in some way. A finance leader began a persuasive presentation by showing two different graphs side by side, but with very similar patterns including a severe dip in the middle. It turns out, one graph was an EKG readout from someone with a heart attack, and the other was the stock market during a flash crash. He drew an analogy that accentuated his point, we shouldn't ignore causes and implications of the flash crash just because it's over. The economy had a heart attack, and you don't disregard a heart attack after it's over, you do things to prevent the next one. Second, use contrast to draw sharp distinctions between your preferred and unpreferred alternatives. Example, invest now in a new customer relationship management system or continue the trend of losing more and more long time customers. Third, avoid the mistake of giving positive information followed by words like but or however. You see this mistake frequently in public statements by leaders. We've had success on this initiative, but we need to address certain problems. Qualifiers like but and however undermine what precedes them. The research is clear that the much more effective way to deliver a mix of good news and bad news is to put it the other way around. Put the good news after the but. Example, we need to address certain problems, but we've had success on this initiative. Likewise, when you have weaknesses, or negative information that needs to be mentioned, it's more persuasive if you place that information immediately before a very strong argument. For example, our gym closes early on Sunday, but we have more fitness classes than anyone else in the city. Fourth and finally, use contrast to shift attention to the silver lining in your weaknesses. In a famous example during the 1984 U.S. Presidential debate between Ronald Reagan and Walter Mondale, after there had been some concerns about Reagan's age, he acknowledged he was old, but turned the tables with contrast by saying, "I want you to know "that I will not make age an issue in this campaign. "I am not going to exploit for political purposes "my opponents youth and inexperience." Everyone laughed, even Mondale. So you see, contrast can neutralize weaknesses and even turn them into strengths. Use comparisons and contrasts to add strength to any of your persuasive points.
- 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.