Match-Pace-LeadA Refresher on Persuasion

How do we turn a chance encounter into a turning point…

… a turning point into a tipping point for a social movement

How do we persuade people who hold beliefs that do not serve them economically?

Factors Influencing Persuasion

Woodward, David. "The Art of Persuasion." Director 2010: 57. ABI/INFORM Complete. Web. 29 Mar. 2011 <

http://ezproxy.msu.edu/login?url=http://search.proquest.com/docview/821267391?accountid=12598

>.

Reciprocation

ConsistencySocial Proof (“Me

Too”)Liking

Authority

Scarcity

Approaches Neurolinguistic programming

Rapport building

Persuasion techniques

Mirroring Physically (gestures, rate of movement) Cognitively (rate of speech) Emotionally (speech volume, affect, mood) Sensing (type of information processing they do)

Storytelling

That’s Great, But What About a Rubric for the

Rest of Us?

Match-Pace-Lead

Match ThemSet the Pace

Lead to Action

Match

• Their View

Pac

e

• Their View

• Your View

Lead

• Their View

• Your View

• Others’ Views

Shared Value Link to

Greater Good

How is Michael Using Match-Pace-Lead?

Match Pace LeadObjective Understand world

viewIntroduce alternative view

Mobilize by linking to others

Introduces into Conversation

Nothing! Shared valueAlternative view

OthersGreater good

Keys to Success Listen more than talk Show you respect and understand their view

Shift their perspective and mobilize

Turning PointMechanisms

Seek to understand (not be understood)

Shared values Linking to greater good

Phrases Tell me about …Why is that?Help me understand….Hhhmm…

That’s interesting, another way to see it…..

I used to see it that way….

…. “because”

What can we do to help people see…

I wonder…

How do we get the word out

Let’s…

Using your cards, where is Michael going right

(wrong) with Match-Pace-Lead?

Your Turn