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Influence & Persuasion at Work (Unconscious Biases (Primacy / Recency…
Influence & Persuasion at Work
Definitions
Influence
Persuasion
Manipulation
Thinking Systems
Fast Thinking / Peripheral Route
Heuristics / Shortcuts
Inspirational Appeal
Slow Thinking / Central Route
Rational Argument
Cialdini's Factors of Persuasion
Reciprocation
Social Evidence
Scarcity
Consistency & Commitment
Authority
Liking
Predictability
Self-Interest
Building Personal Influence
Good Work Ethic
Value Congruence / Model the Way
Centrality
Flexibility
Visibility
Relevance
Toolkit for Developing Influence & Persuasion
Communication Skills
Body Language
Appearing Confident
First Impressions
Building Trust
Mirroring
Verbal Communication Skills
Storytelling, Metaphors, Analogies
Paraliguistics
Empathy & Active Listening
Emotional Intelligence
Being Assertive
Understanding Personality Styles
Unconscious Biases
Primacy / Recency Effect
Fundamental Attribution Error
Affinity Bias
Confirmation Bias
Stereotyping
In-group Bias
Conformity Bias
Status Quo Bias
Illusory Truth Bias
Authority Bias
Persuasive Presentations
5 S's
Significance
Scenario
Solution
Segue
Suggestions
Monroe's Motivational Sequence
Get their attention
Create the need
Define your solution
Describe a detailed picture of success
Get them to do something right away
The Rhetorical Triangle
Pathos
Create an emotional connection
Logos
Present well-constructed & clearly argued ideas
Ethos
Establish your credibility & authority
Key Points
Know your audience
Craft your msg to provide them with what they need &want
Present with confidence
Have a purpose and outcome