...defined as the process through which people induce or urge the adoption of certain actions or beliefs of others. Body The capability to persuade is essential in the business world. On a day-to-day basis, you need to be able to convince your employees to work on accomplishing the company goals or to persuade people or clients to believe your ideas or suggestions. If you can excel in the art of persuasive communication, you can effect people’s behaviors and make them adopt your ideas. Or in a business environment you will be able to persuade them to work in a group and make them work as a team to achieve all the goals you have set for the company. Literature review One of the most important goals of language and communication is persuasion. A great deal of communication seeks to change one’s minds about issues...
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...Minimizing Interruptions Facts: Although some interruptions are signs of involvement and interest, and other s are genuine requests for information, interruptions are rarely appreciated. When you cut others off, the speaker thinks that you don’t care about their ideas or that you believe your ideas are better than theirs. When you interrupt, you may be perceived as rude, egocentric and controlling – someone who believes that what you have to say is more important than other’s ideas. Strategies on how to cut back interrupting: Count to three after the speaker seems to be finished. Concentrate on what the speaker is saying then paraphrase it back when he/she is finished. When you catch yourself interrupting, apologize and ask the speaker to continue. Ask another co-worker to count the number of times you interrupt in a day. Opportunistic Listening Look for Main and Supporting Points Sometimes it is appropriate to ask politely for the speaker’s thesis. E.g. “I’m trying to pull together what you’ve been telling me about the problems you’ve been, having meeting your quotas. Could you summarize for me?” At other times, however, it isn’t appropriate to ask the speaker outright. “Over all, then, would you say your division is losing its market share?” Take Notes You are unlikely to remember every deadline, every comment or even every topic in a meeting...
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...The Necessary Art of Persuasion by Jay A. Conger Harvard Business Review Reprint 98304 This document is authorized for use only in MIM FEB 2012 - Organizational Behaviour by IE Business School from January 2012 to March 2013. HarvardBusinessReview M AY– JUNE 1998 Reprint Number DAVID J. COLLIS AND CYNTHIA A . MONTGOMERY CREATING CORPORATE ADVANTAGE 98303 JAY A . CONGER THE NECESSARY ART OF PERSUASION 98304 CHRIS ARGYRIS EMPOWERMENT: THE EMPEROR’S NEW CLOTHES 9 8302 JEFFREY PFEFFER SIX DANGEROUS MYTHS ABOUT PAY 98309 M AHLON APGAR , IV THE ALTERNATIVE WORKPLACE: CHANGING WHERE AND HOW PEOPLE WORK 9 8301 ORIT GADIESH AND JA MES L . GILBERT PROFIT POOLS: A FRESH LOOK AT STRATEGY 9 8305 ORIT GADIESH AND JA MES L . GILBERT m anager’s to ol kit CONSTANTINE VON HOFFM AN HBR CASE STUDY GORD ON SHAW, ROBERT BROWN, and PHILIP BROMILEY ideas at work L ARRY E. GREINER HBR CL ASSIC HOW TO MAP YOUR INDUSTRY’S PROFIT POOL DOES THIS COMPANY NEED A UNION? STRATEGIC STORIES: HOW 3M IS REWRITING BUSINESS PLANNING EVOLUTION AND REVOLUTION AS ORGANIZATIONS GROW JEFFREY E. GARTEN 9 8306 98311 9 8310 9 8308 BO OKS IN REVIEW OPENING THE DOORS FOR BUSINESS IN CHINA This document is authorized for use only in MIM FEB 2012 - Organizational Behaviour by IE Business School from January 2012 to March 2013. 98307 The language of leadership is misunderstood, underutilized...
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...Part I: Theoretical discussion of some concepts on Persuasion 1. Define persuasion and distinguish it from other forms of communication. Persuasion is a form of communication that involves the ability to convince others to change his/her position on a certain subject. But unlike negotiation, which suggests some degree of backing down or meeting in the middle. “Rather than compromising, as in negotiation, effective persuasion will actually convince the opposing party to abandon their previous position and embrace yours (http://westsidetoastmasters.com/resources/laws_persuasion/chap1.html).” In other words, effective persuasion enables you to get other people to willingly do what you want them to do. Looking closely at the definition of Perloff (2003) “Persuasion is a symbolic process in which communicators try to convince other people to change their attitudes or behavior regarding an issue through the transmission of a message, in an atmosphere of free choice.” The two most important component of this definition are: (1) the deliberate intention to change the attitude or behavior of another person, and (2) voluntary compliance, that is, not by force. Therefore, although persuasion is like any other form of communication such that it is a “process of stimulating meaning in the mind of another by means of a message (Putnam, 2014).” it is different from the accidental type since in the accidental form there is no intention to change attitudes or behavior but simply to transmit...
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...Persuasion: Who, What, and to Whom Even though people can just say no to the individual or to a group, the communicator influences the audience because people may be persuaded by the message. “The communicator’s goal is to change your mind, and most people are easily influenced” (Rhoads, 1997). Social psychology helps us to identify different aspects of ourselves, and the environment in which we live and work. It gives us insight as to why people judge others, and how the power of persuasion affects an individual, group, or a nation. An effective persuader possesses both positive and desirable traits. “One of these traits is to portray believable knowledge” (Feenstra, 2011).If the communicator appears as if they know, what they are talking about they will be far more likely to persuade the audience. In addition, when the communicator speaks in an authoritative manner opposed to a hesitant, unsure manner they are typically much more persuasive. It is important that the audience see the communicator as being trustworthy this plays an important role in persuasive communication. When a person is seen as always being honest, it makes them much more credible then a person who is known to lie or avoid telling the truth. Credibility is important to persuasion as it is associated with an individual’s character. The most important factor in persuading others is character. Moreover, an effective persuader builds a connection before giving the actual persuasive message...
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...of the Case Incident “The Persuasion Imperative.” It discusses information about IBM’s training program, as well as other keys to persuasion and influence that were not mentioned in IBM’s program. These topics are compared with the topics discussed in Chapter 13 of the textbook. Finally, we discuss whether or not generational values can explain the changing nature of the employer-employee relationship. Persuasion is necessary in the field of management. In review of the case study, there are several key points to contemplate: * Are the precepts of IBM’s training program consistent with the concepts in the chapter? Why or why not? * Based on the chapter, are there other keys to persuasion and influence that might be added to the IBM program? * If you had a manager who wanted you to do something against your inclination, which of IBM’s elements would work best on you? Why? * From Chapter 5, do you think generational values explain the changing nature of the employer-employee relationship? Why or why not? Are the precepts of IBM’s training program consistent with the concepts in the chapter? Why or why not? IBM’s precepts are stated as: build shared vision; negotiate collaboratively; make trade-offs; and build and maintain your network. These precepts do line up with the concepts from the chapter. In review of Robins & Judge information, there are distinct influence tactics: Legitimacy (relying on authority); rational persuasion (presenting logical arguments...
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...The Theory of Persuasion by Positive Force Persuasion is a pipeline of theories interpreted by method and ideas which consists of tactics used as foundations to model a structural message. Communication, reading, writing, and images may identify human behaviors. In addition, beliefs, faith, values, credo, creed and philosophy play a role in inducing several theories such as self-persuasion theory, cognitive dissonance theory, and persuasion theory as ways of acknowledging and understanding how the nature of persuasion may apply in a person’s personal and professional life. It may subconsciously create ways to persuade others to visualize a person’s point of view as their way to achieve personal and professional goals, fulfillment, and the...
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...Reflection #3 Set reading; Pratkanis, A; Aronson, E, (1992) "Our Age of Propaganda" from Pratkanis, A; Aronson, E, Age of propaganda : the everyday use and abuse of persuasion pp.1-14, New York: W H Freeman Personally sourced reading; Doob, LW; Robinson, ES. (1935). Psychology and Propaganda. Annals of the American Academy of Political and Social Science. 179, p.88-95 The following readings have been selected due to their similarities of discussion and engagement. The two reading interact in an explicit way and therefore touch on similar debates while providing varied opinions. Psychologists Pratkanis and Aronson present a thorough overview of how individuals and the mass media manipulate us using devious persuasive techniques. While Doob and Robinson attempt to understand propaganda through understanding communications and the behavioural sciences. In order to understand how and why we are persuaded, Pratkanis and Aronson analyse the various tactics marketers use in advertising to get us to conform. This set reading points out ways in which we might deal sensibly and effectively with propaganda, by examining persuasion in a context of argument and debate. Pratkanis and Aronson quarrel about persuasive communication techniques and suggest that rather than using logical argument, propaganda uses emotional symbols in order to manipulate us. In the personally sourced reading by Doob and Robinson, the approach suggested states that propaganda is not ‘automatically’ successful...
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...Your emotions plays a critical role in persuasion. There are many emotions we all have to deal as individuals on an everyday basis, but the one emotion we often used in persuasion is humor. Humor is a valuable quality that causes laughter in individuals as they do ridiculous things or say a few silly jokes to make individuals laugh and put individuals in a great mood. “According to persuasion theory, people who are in good mood are less likely to disagree with a persuasion…” (Lyttle, 2001, p.207). Your emotions also work together with the way an individual meditates on different issues or situations in our lives. There are many different methods of persuasion techniques that have been used in marketing, public campaign, and in political messages. The authentic message itself is essential as one message can bring about wavering altitudes of emotions and humor for many different people. In human relationship humor is not only significant, but it can help reliefs the pressure and avoid the escalation of conflict, but it is also can be a remedy for your heart, soul, and mind. (Seiter & Gass, 2004). Some individuals have many different opinions on this subject matter, however, regarding the effectiveness of humor in persuasion. After reading Perspective on persuasion, social influence, and compliance, The Effectiveness of humor in persuasion: the case of business ethics training, and The Joint impact of humor and argument strength in a print advertising context: a case for weaker...
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...are also different kinds of speech. There are three major classifications of speeches i.e informative, persuasive and commemorative. However this assignment is going to focus on two kinds of speeches, i.e. the informative speech and persuasive speech particularly on the differences. In order to fully understand the differences between the two I will explain briefly what each of them mean. According to ask.com, An Informative speech is one that is written to present fascinating and useful information to increase the knowledge of your audience. A good informative speech features a topic that should be fun and interesting, and one that makes it easier to capture the audience's attention. Persuasive speech comes from the word persuade or persuasion which implies an argument or other statement intended to influence one's opinions or beliefs. There are quite a number of differences between the two kinds of speech. One of the major differences can be highlighted from the purpose, fully understanding the information or purpose of the speech will help signify the difference because depending on the purpose different rhetoric speeches will be used. E.g. In an informative speech there is more evidence and less Pathos. Speaking in order to inform As the name suggests informative speeches have the main purpose of informing, however how this information is given determines if it is clearly an informational speech or not. The goal of informative speech is to communicate ideas in a way that...
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...GROUP OF ADVERTS The group of advertisements I have identified on television is the sensodyne toothpaste and Aqua fresh. They are both toothpastes which are advertised mostly on television and they differ in the way they are both aired. Aqua fresh toothpaste is highlighted as the only toothpaste that a family will need and they endorse in a way that all people with families should use Aqua fresh toothpaste. Sensodyne is toothpaste for sensitive teeth and it is dentist recommended and it is approved by the Kenya Dental Association. Both advertisements run every day on television and every company is trying hard to win consumers interest in terms of their product consumption. As much as it is healthy for people to brush their teeth with toothpaste, the way these products are advertised brings controversy in the society. People have different test and preference when it comes to sensitive products like toothpaste. Aqua fresh advertisement uses a family to endorse its product. The message accompanied by this product is; “what every family needs.” They portray their product to be the best for every family and they encourage parents to buy Aqua fresh toothpaste for r their families. Sensodyne toothpaste is for sensitive teeth and dentist recommended. Experts who are doctors are used in endorsing sensodyne toothpaste. The message that makes people think it’s the best toothpaste is where they say that it is recommended by the Kenya Dental Association. Many people are persuaded...
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...Communication Process and Effects Term Paper Evaluation of a Public Service Announcement in Hong Kong Web Link of Video: http://www.youtube.com/watch?v=n3Bsu_TB0Ug&feature=related Name: Mok Sin Yi, Sindy Student ID: 0045024 Date of Submission: 4th January, 2012 1 This paper discusses about the intended message, and various persuasive strategies being adopted in a public service announcement produced by the Hong Kong SAR Government. This selected public service announcement was produced for the Gambling Counseling Hotline Service (1834-633). It is a hotline service provided by the Hong Kong Home Affairs Bureau. The target audience of this PSA video is the problem and pathological gamblers. The PSA is produced in a hope that gamblers will call the hotline to seek for assistance in helping them to quit gambling. The underlying persuasive message of the PSA is that gamblers will disappoint and lose their family if they continue to be obsessed with gambling, they should call this hotline for assistance in quitting gambling. The PSA was creative in using metaphorical comparison to create irony in a gamblers’ confession. The man was portrayed as having more concern over gambling than his family. Different kinds of gambling, such as cards, horse racing, and soccer are used to correlate with his family members. The “Q” in the cards is compared with his wife, the horse is compared with his father, and the soccer player is compared with his son. Although he confessed...
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...Amanda Lomas English 99 January 24, 2013 Effective Persuasion In the letter, “Letter from Birmingham Jail,” written by Martin Luther King, Jr., was written while king was in jail for being a part of the Birmingham Campaign, which was a non-violent protest to end segregation in the U.S. In the letter, King explain that he is disappointed in the clergy for attacking the members of the African American non-violent civil rights movement and that direct action is the only thing left for them to do. He goes on to say that he hopes “the dark clouds of racial prejudice will soon pass away.” In this letter, King has a very effective argument by using several different persuasive appeals. One persuasive appeal that King uses is called ethos. Ethos refers to the credibility and trustworthiness of the writer or speaker and can often be supported through style of the message and tone. Throughout the whole letter, King has a very even tone. At the beginning of the letter, he calmly explains why he is in jail and is not angry or mad and goes on to explain the four steps to his direct action. Having a calm approach like King shows in this letter makes the reader more inclined to listen rather than having a threatening or aggressive tone. Although he calmly explains himself at the beginning of the letter, King also has the right amount of firmness towards the middle of letter to make the reader believe that what he is saying to true. Towards the end of the letter King apologizes for...
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...power, communication and effective persuasion By H Woodman Professor Steele Date 10/26/2014 In order to effectively persuade or negotiate with a person, good communication skills are essential. Persuasion is the ability to induce another party to embrace your point of view by using reasoning. Persuasive people try to get other parties to want what they want without arguing by providing solutions that work. They do this by using communication techniques such as talking relentlessly and using complex terms which means they have to explain it more (Dainton, 2010). They use perceived power they receive from the other party by using authority which is builds trust. For example, the use of doctors in a toothpaste advert persuades people to buy the toothpaste. Negotiation is a situation where parties having a conflicting interest, each with no power to influence the other to get their way reach an agreement. In a negotiation, both parties can compromise or alternatively invent a solution that meets both of their objectives. For instance, in a business involving a car dealer or salesman and a buyer, concepts of persuasion and negotiation are used in order to make a deal. The deal may not necessarily be favorable to both parties. The car salesman may use persuasion to get the buyer to agree to the terms of purchase. For example, car salesmen try to be likable by using techniques such as smiling and telling jokes. They create emotional attachment to the buyer by letting...
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...Threat Persuasion in Advertising: The Effects of Humor, Threat Intensity, and Issue Involvement Hye Jin Yoon Southern Methodist University, Dallas, Texas, USA Spencer F. Tinkham University of Georgia, Athens, Georgia, USA 2010) or ads that ridicule nonusers of the brand (Voss 2009), but these studies researched “humor types” and should be distinguished from humor effects studies in threat persuasion ads. By looking into both the humor and threat persuasion literature, we set out to understand how humorous threat persuasion works in advertising and for whom it may be most effective. Threat persuasion, otherwise known as fear appeal in advertising, deals with critical issues that might have negative consequences for the consumer or the public (e.g., health and environmental issues) (Freimuth et al. 1990). In the ad, threatening information presents the problem, and attitudinal or behavioral suggestions are given as solutions. Threat information is valuable in that it can help protect us from harm but is negative in valence and out of the ordinary in our daily lives. Such substantive yet negative and out-of-the-ordinary information is known to be unpleasant and cognitively arduous to process (e.g., Rozin and Royzman 2001; Schimmack 2005). When humor accompanies threat information, it can function as a buffer. By providing a positive surface cue that attenuates the negative thoughts and emotions and facilitates processing, humor can make a threat persuasion ad more...
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