Practical Guide Series

A Practical Guide

Anthony McLean

• Publisher: Icon Books
• Year: 2014
• ISBN:
  9781848317468
• Topic: Personal Development
• Subtopic: Self Improvement

Make other people say
'Yes'! Yes to your requests. Yes to your ideas. Yes to your products. Yes to
your proposals. A Practical Guide to
Persuasion uses psychology,
expert advice and practical techniques to teach you how to influence the people
around you in an ethical way.Learn how to increase your presence, by knowing when to talk and when to
listen; develop a strategy of success, by preparing, planning and crafting
opportunities and make change happen by understanding what drives your
audience.

SECTION 1:
Understanding

Section 1 is dedicated to providing you with the underpinning knowledge and understanding of what persuasion is and, probably more importantly, what it is not. In this short section we will develop your factual knowledge of persuasion. To do this, we will provide you with knowledge of terminology, language and specific details relating to the history and development of persuasion as a discipline.

The purpose of this first section is to ensure you grasp the meaning, nature and importance of persuasion. This level of comprehension alone will start to differentiate you from your colleagues, competitors and leaders.

The reason this is important is because in recent times, and certainly with the growth and pervasiveness of the internet, we as a society have started use the word ‘persuasion’ in many instances without any clear idea of what it means to persuade someone.

1. Yes

It is an attitude, not just an answer!

Changing the minds and behaviours of others is an achievable goal. You need to believe this first before you read any further. If you need to take a second, do so and re-read it.

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If you feel you cannot change someone’s behaviour, then you probably will not be able to. However, if you believe it is achievable, you will at least give it a go.

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Persuasion is as much about possessing a persuasion attitude as it is about the preparation, planning and tools used.

A skill you need

In a world where our daily challenges are more complex, resources remain scarce and resistance to change is high, persuasion is a skill everybody in business needs to understand. This is because rarely does behavioural change just happen. In each situation there is a trigger which results in a series of messages and exchanges between the parties involved: each designed to persuade the other to change their behaviour or beliefs about a person, activity or thing.

Albert Einstein suggested that problems cannot be solved by the level of thinking that created them. New ideas and actions are required to solve problems: the big and the small. The problem with new ideas is they often require people to do things differently, to change not only their mind but also their behaviour.

While it is consistently said that people resist change, it is probably more accurate to say that much of what people do is driven by habit. Habits that have been learned over a period of years live deep within our brain and they tend to resist change.¹ This is because the brain likes to conserve energy, and the easiest way to do this is to undertake repetitive and comfortable tasks and turn them into habits, thereby reducing the brain power required to process new tasks. At any point where we ask people to deviate from these ingrained habits, we are asking them to expend energy to make a decision, something the brain prefers to resist in exchange for the way it has always done things, relying on habit and preserving, not expending energy. John Maynard Keynes hit the nail on the head when he said: ‘The difficulty lies not in the new ideas, but in escaping from the old ones.’²

Therefore, as we embark on this journey, realize that some people will not like your ideas: some out of a resistance to change and change alone; others because they don’t like you or your idea. To succeed you have to convince them to say ‘yes’ or to at least consider what you are proposing.

Implications for you

• People may resist your persuasive approaches but a willingness to change their mind and behaviour is a large part of the skill of persuasion.

2. Mystery

Why do we do what we do?

Let’s start with a mystery. Why would normal people electrocute someone they have never met?

Some of you may be familiar with the Milgram obedience studies conducted in the 1960s; Yale University psychologist Stanley Milgram tested the obedience of participants by asking them to deliver electric shocks to someone they had never met in order to help them learn. In the experiment, participants delivered what they perceived to be the equivalent of lethal levels of electric shocks because they were instructed to do so. Why?

Here’s another one. Why would masses of people drink from a vat of poison and lay down to die?

That’s exactly what 918 members of the Peoples Temple, a religious group under the direction of Reverend Jim Jones, did in 1978 in Guyana. Believing their compound was about to be set upon by authorities, members lined up to drink from a vat of poison at the request of Jones. Why?

Finally, why would a person give away their life savings to someone they had never met?

Victims of the Nigerian 419 scams (419 being the section of the Nigerian Criminal Code dealing with fraud) have done exactly that. In the scam, victims are enticed to provide a small amount of money in the promise of greater returns later on. Delays are always encountered, more money is required to release the funds and the unsuspecting victim is persuaded to send more until eventually they run out and all communication ceases. Why?

The answer in part to each of these mysteries is persuasion, and we will unpack each one in the book.

The question of why we do the things we do has puzzled mankind as long as we have bartered, traded and interacted with each other. Think about questions such as:

• Why did your boss say ‘yes’ to employing a person who is clearly not the best candidate for the job?
• Why did you buy that new pair of jeans when you already have five just like them at home?
• Why did you agree to volunteer for something you never really cared about?
• Why do we buy, sell, give away, agree to or concede to anything?

The answer is persuasion!

Some of these, especially the 419 scams and Jonestown Massacre, are examples of harm being done to others. Positive examples are equally available, such as reforms to energy use in the home, safer driving practices, better health-related decisions, more volunteers, increased voter numbers, successful negotiations, more sales and so on.

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There are positives to be gained in understanding persuasion, and one of them is a greater ability to protect yourself from people using some of the tactics on you.

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Implications for you

• People do things that from an outsider’s perspective would be considered irrational. Throughout this book, understand that we are dealing with conscious and subconscious processes.
• Understanding the cues that trigger these behaviours will allow you to persuade others and protect yourself from unwanted persuasive requests.

3. History

Persuasion: where does it come from?

Just as you are pondering the question today of how to nudge your boss to accept your new proposal, how to sway your colleague to change tack on a particular activity or perhaps even how to convince your kids to eat their vegetables, these fundamental questions of human behaviour have been asked since the time of ancient Greece, 2,500 years ago. But the reason the 5th century BC is so important to the field of persuasion is because it represents the first acknowledged period where this curiosity moved from passing individual thought to sustained attention by scholars focusing on rhetorical communication.

Therefore, as you read this book, take comfort in the fact that you are not alone. As humans we have long been fascinated and perhaps frustrated in our ability to get others to do what we want. This fascination has been driven as much out of our ability to gain compliance as it has been out of our inability to have others assent to our requests.

It has, however, been long understood that if you want to change someone’s beliefs, you need to communicate with them, not at them, and invite them to make a decision of some sort.

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To persuade people, you need to communicate with them and invite them to make a choice or decision. It is at the point of the decision that the communication ramifies into behaviour.

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A move from art to science

In every society we have marvelled at those who can effortlessly persuade. Equally, we are somewhat bewildered by those who cannot. At work you may look in wonderment at a colleague’s seamless approach to having others consider, adopt and execute their ideas. Yet when you try to replicate their actions, it quite possibly ends in tears, perhaps those of someone else but, as is more often the case, probably your own.

Therefore, it is not surprising that people on both sides of the ethical fence have searched long and hard for the secret to changing the behaviour of others.

By way of example let’s consider Dale Carnegie. Here was a man who was able to learn from his surroundings and observe the attributes and actions that made people more influential. In his 1936 award-winning book How to Win Friends and Influence People,³ arguably for the first time, Carnegie was able to take his experience and aptitude and hone his tradecraft into a carefully constructed manuscript for others to follow. An artisan, Carnegie took real-world observations and used what he learned to impact on the behaviour of others.

But persuasion is not just the purview of philosophers and artisans. Around the same time as Carnegie, scientists were also becoming increasingly interested in how people behaved socially: how they made decisions and how they influenced each other.

Although texts focus...

Table of contents

• Copyright Page
• About the author
• Dedication
• Contents
• Preface
• Section 1: Understanding
• Section 2: Preparation and planning
• Section 3: Tools
• Section 4: Lessons learned
• Acknowledgements
• Endnotes
• Index