Copyright Patrick Manning 26/9/09 0 patrickmanning powerful persuasion 1 234 goals & motivation...

Copyright Patrick Manning 26/9/09

patrickmanning

powerful persuasion

1 2 3 4goals &motivation

mentalmodels

stories &metaphors

tools &techniquesintroduction

my story

mentalmodels

stories &metaphors

a simple experiment…

motive

1entertain 2inform 3persuade

4coerce 5deceive 6manipulate

mentalmodels

stories &metaphors

crucial attributes

1significantautonomy 2changing

minds 3changingbehaviour 4ethical

approach

mentalmodels

stories &metaphors

sporting story

staminamotivation

strength

mentalmodels

stories &metaphors

the basics of persuasion

mental modelstools & techniques

goals & motivation

stories & metaphors

mentalmodels

stories &metaphors

goals and motivation

mentalmodels

stories &metaphors

emotionbehaviour

prooftimescale

fit for purposemotivational

explicit

evidence

ecology

goals and motivation

F = E x (V x I)

mentalmodels

stories &metaphors

Victor Vroom HarvardEdward Lawler HarvardLyman Porter Harvard

mental models

Kenneth Craig Philip Johnson-Laird PrincetonMarvin Minsky MIT Seymour Papert MIT

mentalmodels

stories &metaphors

mental model

decisionmaking

frames consensusmaps

stories and metaphors

mentalmodels

stories &metaphors

• grab attention• simplify complex ideas• evoke powerful emotions• stay in the audiences mind longer

Steven F WalkerJung & the Jungians on Myth

stories and metaphors

mentalmodels

stories &metaphors

• representation of one thing as another

• organising metaphor– encapsulates an individuals

world view– shapes their everyday actions

Steven F WalkerJung & the Jungians on Myth

tools and techniques

mentalmodels

stories &metaphors

• VIE theory• inoculation theory• attribution theory• resistance• schema theory• memetic theory

techniques

• cbt• rebt• brief therapy• escalation• reciprocity effect• contrast principle

multi-disciplinary

evolutionary psychologycognitive psychology

social psychologyneurosciencesanthropology

linguistics

mentalmodels

stories &metaphors

the magic questiontonight

– while you are sleeping you take your powers of persuasion to the next level…

tomorrow – what would you do differently? – what new challenges would you

take on?– what problems would you be able to

solve?

mentalmodels

stories &metaphors

patrickmanning

mentalmodels

stories &metaphors

2mentalmodels

patrickmanning

frames

mentalmodels

stories &metaphors

2mentalmodels

frames

a mental construct that we use to organise and make sense of the world around us

1 2 3 4goals &motivation mentalmodels

stories &metaphors tools &techniquesintroduction

ladder of inference

mentalmodels

stories &metaphors

I observe… experiencesI select… data

I add… meaningI make… assumptionsI draw… conclusions

I adopt… framesI take… action

Chris AgrysReasoning Learning & Action

reflective loop(filters data even more)

patrickmanning

mentalmodels

stories &metaphors

consensus mapping2mental

models

consensus mapping

• clusters of people who share the same or compatible frames

• if they talk to each other they become a community?

• individual clusters require different messages

mentalmodels

stories &metaphors

meta-frames

highsuccessprobabilitylow

messagereceptivity

supportive

uninteresteduninformed

hostile

neutral

mentalmodels

stories &metaphors

concept map

meta-frame

mentalmodels

stories &metaphors

uninterested

uninformed

patrickmanning

mentalmodels

stories &metaphors

decision making2mental

models

decision making

high risklow risk

seeks responsibility

avoids responsibility

mentalmodels

stories &metaphors

Miller-WilliamsThe Five Paths To Persuasion

the charismatic 25%

bottom-line

make decisions quickly

innovative risk seekers

responsible & accountable

passionate about new ideas

mentalmodels

stories &metaphors

seeks risk

avoids risk

the thinker 11%

seeks risk

avoids risk

information driven

guarded & cautious

quantitative & precise

logical rather than emotional

methodical & process oriented

mentalmodels

stories &metaphors

the sceptic 19%

visionary

supremely confident

determined & driven

make decisions quickly

assertive & demanding

mentalmodels

stories &metaphors

seeks risk

avoids risk

the follower 36%

difficult to identify

good corporate citizens

responsible & accountable

devoted to the tried & true

avoids making rash decisions

mentalmodels

stories &metaphors

seeks risk

avoids risk

the controller 9%

mentalmodels

stories &metaphors

highly proactive

chronic worriers

meticulous & detailed

extremely independent

faster, cheaper & better quality

seeks risk

avoids risk

the basics of persuasion

mentalmodels

stories &metaphors

mental modelstools & techniques

goals & motivation

stories & metaphors

pulling it together

persuasion is a function of grabbing someone’s attention, connecting to what they already feel is important and linking that feeling to whatever you want them to see, feel and do

mentalmodels

stories &metaphors

9.00am wednesday

what one thing will you do differently to take your practice of powerful persuasion to the next level?

mentalmodels

stories &metaphors

programmes

power persuasion1 day seminar

power persuasion2 day workshop

power persuasioncoaching

mentalmodels

stories &metaphors

contactpatrick manning

07815 813349patrick@8020challenge.com

Suite 16761 Praed StreetLondonW2 1NS

mentalmodels

stories &metaphors

patrickmanning

mentalmodels

stories &metaphors

powerful persuasion

Copyright Patrick Manning 26/9/09 0 patrickmanning powerful persuasion 1 234 goals & motivation...

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