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Persuasion in the Workplace

Persuasion in the Workplace. Based on Chapter 12, Goodall and Goodall Lynne Dahmen. COM 2301: Advanced Speech. Continuum of Persuasion. Rational/ Emotional. Brutal. Rational. Mindful. Strong Pathos Logos Pathos Ethos. Approaches to Speech. Logos: Convince through logic

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Persuasion in the Workplace

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  1. Persuasion in the Workplace Based on Chapter 12, Goodall and Goodall Lynne Dahmen COM 2301: Advanced Speech

  2. Continuum of Persuasion Rational/Emotional Brutal Rational Mindful Strong Pathos Logos Pathos Ethos

  3. Approaches to Speech • Logos: Convince through logic • Pathos: Convince through emotion • Ethos: Convince through perceived expertise/credibility

  4. When to ‘be brutal’… • Little choice offered • History of resistance or being closed • Needs of audience less important than results • One-on-one meeting needed • Ability to convince relies greatly on authority • Other negotiations have failed • Main goal is compliance

  5. Creating a Persuasive Message • State the problem • Cite supporting evidence • Clearly state your proposal

  6. Being Tactful but Brutal… • Be sure it is the best approach • Be kind to the audience • Be considerate • Be prepared • Be firm

  7. The Rational Approach • Lead your audience to the best alternative • You have an open/receptive audience • Audience needs must be met • Credibility relies on expertise • Main goal is consensus

  8. Implementing the Rational Approach • Select a relevant organizational pattern • Prepare your organizational chart • Practice your presentation • Develop relevant visual support • Dress for credibility • Be confident and enthusiastic

  9. Goals for the Rational/Emotional Approach • Call to action • Open/receptive audience • Must meet their needs (they may be ‘unaware’ of their needs) • Ability to persuade lies with meeting emotional needs and personal credibility

  10. What is a Needs Analysis? • Identifying your audience and their attitudes • Studying their requirements or expectations • Incorporating this information into your presentation or message

  11. How we conduct needs analysis… • Primary and secondary research on the audience • Analysis of previous products or decisions related to the group • Observation of the audience

  12. Working on a Motivated Sequence • Get attention • Demonstrate a need • Confirm satisfaction • Visualize satisfaction • Call to action --McKerrow, Grombeck, Ehninger and Monroe, 2000

  13. Mindful Communication • You seek commitment to position, product, contract or candidate • History of openness of audience • Needs of your audience are important • Credibility comes from authority/position as well as knowledge/expertise

  14. Creating a Mindful Message • Analyze the situation • Adapt message to audience • Evaluate feedback • Take risks • Listen consciously • Provide feedback

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