Persuading Difficult People KU Edwards - Professional Edge Kerry Benson – Lecturer, KU William Allen White School of Journalism and Mass Communications
Difficult People Whose face do you picture?
Three Cs of DThose driven by conceitThose driven by competitionThose driven by control
Take credit, grandstand, monopolize Can’t feel empathy, feel entitled, devalue others…
Self-interest is key to persuasion Provide positive recognition Identify their investment Personalize all communication Mimic their communication
I will argue. And argue. Just for the sake of arguing. Because it’s a game. A game I must win.
Simplicity is key to persuasion Keep communication focused Lose the biz jargon Consider loss aversion Establish credibility
Perfectionists, micromanagers What about those who control by saying yes when they mean no? What about those who are deceptive and slippery when confronted?
Choice is key to persuasion Show you are good enough Provide choice comparison Use Ws to provoke thought