Persuasion, influence, motivation

How to strengthen your personal standing at work

01 Jun, 2020 Careers, Persuasion, influence, motivation, Proving PR value, Workplace relationships

One of the biggest issues facing us as communication professionals is how to gain greater influence within our own organization. Our work is largely intangible, based on strengthening organizational communication links and working relationships at all levels, and so we are often vulnerable to the subjective views of corporate decision makers about our effectiveness. The question is how do we increase our standing within the organization? People can have good potential or may already ...

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Use imagery for more persuasive presentations and speeches

01 Jun, 2020 Persuasion, influence, motivation, Speeches and presentations

Metaphor: "If we don't change course now, we'll hit the rocks!" Communication has two main components: the rational and the emotional. Managers mostly communicate in rational mode – about hard data and facts. Unfortunately, as we all know, facts can be dry. And facts quoted in speeches can make the listeners fall asleep. Then what can we do to get the message across better? When facts are central to a message, the role for ...

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Positive self-image is a key motivator

01 Jun, 2020 Persuasion, influence, motivation

Persuasion researchers have consistently shown that the most successful strategies influencing the decisions and behaviors of others trigger three fundamental human motivations: The motivation to make effective decisions efficiently. The motivation to affiliate with and gain the approval of others. The motivation to see ourselves in a positive light. In this article we look at the third of these motivations, the need to behave in ways that allow us to be seen in the ...

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Increasing your willpower can increase your success

01 Jun, 2020 Personal productivity, Persuasion, influence, motivation

Your willpower - some fascinating psychological light is thrown on a universal topic. You may be able to use some of insights directly in your own personal life and career, based on information in a New York Times article, "Tighten Your Belt, Strengthen Your Mind," by Sandra Aamodt and Sam Wang on 2 April 2008.  Psychological research consistently shows that our brain has a limited capacity for self-regulation, so exerting willpower in one area ...

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Influence people through their need for approval

01 Jun, 2020 Persuasion, influence, motivation

Top social psychologists led by Professor Robert Cialdini have found that a vital key to influencing people is to connect with their deep-seated need to affiliate and receive the approval of others. Researchers have found that the most successful persuasive strategies trigger one or more of three powerful human motivations: Making effective decisions efficiently Affiliating with and gaining the approval of others Seeing ourselves in a positive light We are all fundamentally motivated to ...

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How to win over people to your point of view

01 Jun, 2020 Persuasion, influence, motivation

Legendary management thinker, Peter Drucker, is quoted as saying “Communication takes place in the mind of the listener, not the speaker.” In other words, the important thing is what the listener perceives, not what you are trying to say. Your listener filters your carefully wrought message through their filters to form a message from what they thought they heard. For instance, what you tried to say may be different from what you actually said, ...

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Quoting an expert confirmed as a powerful persuasion technique

01 Jun, 2020 Persuasion, influence, motivation

Adapted from an article by Dr Robert Cialdini. Quoting an expert is a powerful technique in messaging. This conclusion has been apparent in the findings of annual global Edelman Trust Barometer surveys for the past 16 years. Now research in social psychology provides further insights. Asked in the 2020 Trust Barometer survey about when they formed an opinion of a company, most respondents (68%) considered a technical expert would be the type of person ...

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Mirroring another person’s body language builds good rapport

01 Jun, 2020 Interpersonal communication, Persuasion, influence, motivation

Research on non-verbal communication has found that mirroring a person’s words and body language increases rapport dramatically. This finding confirms the results of previous research, especially in the field of social psychology: copying the words and gestures of the person you are meeting will increase goodwill between you. Mirroring is behavior that copies someone else during communication with them – in displaying similar postures, gestures, or tone of voice. It may include imitating gestures, ...

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