Necessary Skills for Todaymydlc.com/pmi-mn/PDD/3.s4_PersuasionInfluenceSkills...Persuasion and...

Persuasion and Influence:

Necessary Skills for Today’s Leaders

Jeanette BordelonMBA, PMP, CTM

jeanette.bordelon@ey.com

www.thePersuasivePM.com

PMI Minneapolis PDD Event September 2011

Persuasion

♦Persuasion – what exactly is it?

♦Hierarchy of Persuasion

♦ 12 Laws of Power Persuasion

♦ 5 “C’s” of Trust

♦The 3+ “R’s” of Resistance

Persuasion – What is or isn’t it?

Negotiation

Compromise

Motivation

Coercion Influence

Persuasion - Definition

The process of changing or reforming attitudes, beliefs, opinions or behaviors toward a

predetermined outcome through voluntarycompliance

Six P’s of Success

♦Psyche

♦Persistence

♦Personal Development

♦Passion

♦Positive Attitude

There is very little difference in people – but that little difference makes a big difference. The little difference is ATTITUDE. The big difference is whether it is positive or negative.

(W. Clement Stone)

Six P’s of Success

♦Psyche

♦Persistence

♦Personal Development

♦Passion

♦Positive Attitude

♦Persuasion

Persuasion

Influence others with integrity

Dark Side

Bright Side

Persuasion

Effective persuaders:

1. Use adaptation and make a lasting impact.

2. Recognize two paths to persuasion:Conscious and Sub-conscious.

3. Understand that we are persuaded by reason and moved by emotion.

Hierarchy of Persuasion®

Long Term Benefit

Short Term Benefit

CommitmentCooperation

Compliance

Coercion

Control

Value of Persuasion

Basic “rut” syndrome

Value of Persuasion

Opportunity for change: Forced or Self-Initiated

Value of Persuasion

External or Internal?

Value of Persuasion

Positive Impact to life-time project value,

Sustained business and personal success

12 Laws of Persuasion

♦ Dissonance

♦ Obligation

♦ Connectivity

♦ Social Validation

♦ Scarcity

♦ Verbal Packaging

♦ Contrast

♦ Expectations

♦ Involvement

♦ Esteem

♦ Association

♦ Balance

*Maximum Influence: The 12 Universal Laws of Power Persuasion by Kurt Mortensen –The Persuasion Institute

#1 - Dissonance(Internal pressure)

• Denial

• Reframing

• Modification

• Ignore

• Acknowledge and Comply

#2 - Obligation(How to get anyone to do a favor for you)

• Gifts

• Favors

• Secrets & Intimacy

#3 - Connectivity(Contagious cooperation)

• Smile, use humor• Sincere Interest in others

(ask questions)• Body Language (55/38/7)• Mirror/Matching• Halo Effect

#3 - Connectivity(Contagious cooperation-Halo Effect)

• Grounded• Relaxed• Alert/Aware• Connected• Energetic

#4 – Social Validation(The art of social pressure)

• Group setting

• Trusted source(s)

#5 – Scarcity(Get anyone to take immediate action)

• Limited time

• Limited exposure

• Limited offering

#6 – Verbal Packaging(The Leverage of Language)

• Positive

• Use stories to paint a vivid picture

• Emotion packed words

• Value of silence

#6 – Verbal Packaging(The Leverage of Positive Language)

PROBLEM

OPPORTUNITY

#7 – Contrast(How to create extra value)

• Alternative recommendations

#8 – Expectations(The impact of suggestion)

• Self-fulfilling prophecy

• Parkinson’s Law – work expands to fill the time available

State What You DO Want . . .

not what you don’t want!

#9 – Involvement(Create and awaken curiosity)

• Increase participation

• Ask for advice

• Use “yes” questions

• Direct conversation through questions

#10 – Esteem(How sincere praise releases energy)

• Build up team

• Give credit where due

• Criticize in private

• Ask for opinions

#11 – Association(Create the climate)

• Branding-Bonding

• Use senses

• Respected sponsor

#12 – Balance(Logical Mind versus Emotional Heart)

• Specific

• Examples

• Emotional stories

♦ Dissonance

♦ Obligation

♦ Connectivity

♦ Social Validation

♦ Scarcity

♦ Verbal Packaging

♦ Contrast

♦ Expectations

♦ Involvement

♦ Esteem

♦ Association

♦ Balance

*Maximum Influence: The 12 Universal Laws of Power Persuasion by Kurt Mortensen –The Persuasion Institute

What Do People Want?

ecurity

ssentials

“Become a Magnet”The 5 “Cs” of Trust

♦Credible

♦Confident

♦Congruent

♦Character

♦Competent

Rate Yourself!

The 3+ “Rs” of Resistance

♦Reason

♦Resources

♦Representative

♦Lack of self-confidence

“A positive mental attitude is an irresistible force that knows no such thing as an immovable body.” (Napoleon Hill)

“What you believe, you will achieve. If you’re not achieving what you want, perhaps your internal beliefs are leading you to achieve something else!” (Jeanette Bordelon)

The Persuasive PM

Jeanette Bordelon, MBA, PMP, CTM

(773) 456-6246

www.thePersuasivePM.com

jeanette.bordelon@ey.com

Questions

Necessary Skills for Todaymydlc.com/pmi-mn/PDD/3.s4_PersuasionInfluenceSkills...Persuasion and...

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