With dynamic changes in the business world, people are recognizing persuasion as a critical and must-have skill. Clearly, formal authority and issuing orders no longer gets managers as far as it used to. So how can managers become talented persuaders?
Six months ago, Quincy, was promoted as the finance manager in a leading IT organization. A few weeks back, Quincy read an article about a new accounting system that many organizations like hers were implementing. Quincy believed that by implementing this new system, her organization will not only save money but could also expand its business. She was aware this switch may not be easy, especially since her organization has had a long history with its current accounting system and some managers may resist her proposal. Nevertheless, Quincy wanted to convince her boss and other key players in the company of the new accounting system’s value. And though she had some influence over the organization’s decision makers, they all outranked her and shared different dispositions about her idea. What should Quincy do?
Simple, one may say – Quincy must employ ‘persuasion’ to achieve her goal. Indeed, I’d say too.
But is there an effective way to persuade an audience that differs in inclinations and receptivity?
Let’s begin this exploration by first understanding ‘persuasion’ and its mechanics. Persuasion is the primary means of affecting decisions; an act or process of ethically winning the mind and heart of others to adopt a belief or behavior or one’s way of thinking (provided it’s appropriate). The applications of persuasion are virtually infinite — a consultant pitching the benefits of a new framework, a salesperson assuring a customer of a product as the best buy, a purchase manager convincing the supplier to expedite shipment of an order or a manager urging an employee to perform better. Whatever be the situation, we all draw upon our persuasive skills every day and quite often without realizing it.
Esta historia es de la edición June 2017 de People Matters.
Comience su prueba gratuita de Magzter GOLD de 7 días para acceder a miles de historias premium seleccionadas y a más de 9,000 revistas y periódicos.
Ya eres suscriptor ? Conectar
Esta historia es de la edición June 2017 de People Matters.
Comience su prueba gratuita de Magzter GOLD de 7 días para acceder a miles de historias premium seleccionadas y a más de 9,000 revistas y periódicos.
Ya eres suscriptor? Conectar
How Digital Transformation Can Power The Great Reset
Technology has the potential to serve as the key enabler of change between digitalising administrative tasks and fostering human connections
The Crypto Meltdown Of 2022
FTX implosion: A setback, but not the end for the crypto market
Govern Pre-IPO Unicorns to Create Value; Not Valuation
Billion-dollar startups always make the headlines. But is there true value behind those eye-catching valuations? How can proper governance be implemented for these much-hyped companies?
On change and change management
The best way to end the year, especially such a disrupted one as 2022, is by laying the groundwork for the year to come. Michelle Yong, Head of Resourcing at Shell, offers some insights on change management to bring us forward into 2023
The Great Reconnection: A paradigmatic moment for employers and employees
This year has not been a good one for employee retention. The Great Resignation, originally thought to be a US phenomenon, has emerged in Asia now. But is there a way to turn it into the Great Reconnection?
Lessons Managing in leadership: a global hybrid team
What takeaways can we draw from the pandemic? Fatima Koning, Chief Commercial Officer at IWG, shares what the last five years have taught her about managing a global sales team across 120 markets in the hybrid model
Eight HR trends that we saw throughout 2022
As companies manage their workforces in a dynamic era, HR departments have continually adapted and adjusted, and never more than this year as digital acceleration and workplace evolutions came together
One way to turn the tide of employee retention
There's a surprising link between skill development opportunities and job satisfaction. Here are some ways of boosting skilling and thereby talent retention
A key focus for L&D going into 2023 should be business alignment
Venkat Subramaniam of Degreed believes that learning is core to business success and organisations need to invest in the right processes and technologies to adapt to continuous change
WOMEN IN LEADERSHIP CAN BE GAME GHANGER FOR INCLUSIVE FUTURE OF WORK
BREAKING FREE FROM THE STEREOTYPES IN THE INSURANCE SECTOR, PAMELA THOMSON-HALL SHARES HER JOURNEY OF BEING A CHAMPION FOR WOMEN AND BRINGING ABOUT A CHANGE IN A MALE-DOMINATED INDUSTRY
