14-10-13 PGP-MC1-S-04 (Persuasion%2c ES) - Handout.pptx

8/9/2019 14-10-13 PGP-MC1-S-04 (Persuasion%2c ES) - Handout.pptx

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Management Communication

Persuasion,Executive Summaries

Amarnath Krihna!am"

MC2-S-04


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P#an $or thi eion

Peruaion

%&ecuti'e Summarie


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or How to get people to do

what you want!!!

Persuasion


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(e)## co'er

*e$inition

+",e o$ Perua.er

Peruaion oute to $o##o!

Peruaion actor to ue

Peruaion - Strategie Si##


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Perua.ing '7 8egotiating '7 In$#uencing

Perua.ing

8egotiating

In$#uencing

Con'ince other to tae action or

.eciion "ou !ant

*icu reach a mutua##"

ati$actor" agreement

Com6ination o$ Persuadingan.

Negotiating


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Types of Persuaders


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+",e o$ Perua.er

oxesCharacteritic9 Cunning5 cra$t"5 #"

Peruaion mo.e9 *ece,tion5 mani,u#ation5

(in-#oe

Per,ecti'e9 Short term

!"ood#ounds

Characteritic9 *etecti'e: Can me##

out o,,ortunitie

Peruaion mo.e9 (in-!in

Per,ecti'e9 ;ong term


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$on%eys

Characteritic9 Stu66orn5 in$#e&i6#e5 un!i##ing to

#earn5 ,oor i##

Peruaion mo.e9 Kno!-it-a##

Per,ecti'e9


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Persuasion & 'outes to fo""o(


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+he Elaboration Likelihood Model enunciate. 6" Pett"

an. Cacio,,o

+!o route

Centra"

act $igure5 thought


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Persuasion & actors to use


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17 eci,rocit"

=7 Scarcit"

27 Conitenc"

37 Se#$ >a#i.ation

47 ;iing

?7 Authorit"

Peo,#e re,a" in in.

Peo,#e !ant more o$ !hat the" can)t ha'e

Peo,#e a#ign !ith c#ear commitment

Peo,#e $o##o! the #ea. o$ ,eo,#e #ie them

Peo,#e #ie thoe !ho #ie them

Peo,#e $o##o! the #ea. o$ e&,ert

= 6aic ten.encie to a" "e @Cia#.ini


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You are nice to me so Ill be

nice to you!!

Lesson)Do a favor before

asking for one!

ree am,#e then 6u"::

Lesson)

17 eci,rocation


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Beha'ior i conitent

Commitment 5 e'en minorone5 $ahion $uture action

Lesson)Importance ofgetting a commitmentLesson)

27 Conitenc"


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>a#i.ate. 6"9 At a retaurantto minimie no ho! againt

reer'ation

P#eae ca## i$ "ou ha'e to change "our ,#an7

3 out o$ 10 .i.n)t ca##5 .i.n)t turn u,

(i## "ou ,#eae ca## i$ "ou ha'e to change "our

,#an D [pause and wait for the clients response]

E%S5 I !i##71 out o$ 10 .i.n)t ca##5 .i.n)t turn u,

27 Conitenc" - 2


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I want to be one of them

Lesson) A wise manager would

use people from a

group to influence the

entire group.

o##o! the #ea. o$ imi#ar ,eo,#e

Lesson)

37 Socia# >a#i.ation


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*o thi e&,eriment: Sto,5 gae "!ar. @at nothing in

,articu#ar:: $or ome time7

Start Grou, 8um6er Foining

1

4

4 out o$ 100

1 out o$ 100

40 out o$ 100

37 Socia# >a#i.ation - 2


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*eire to Act

Be ,art o$

Moti'ation i interna#5 an. ha to 6e taena.'antage o$

Lesson:et to know the people firstbefore tr"ing to influence themLesson)

47 ;iing


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Authorit"5 characterie. 6"9A,,earance

*emeanour

Bearing

in.uce com,#iance

Lesson: Establishcredibilit" authorit"

Lesson)

?7 Authorit"


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urry! "et it while stoc#s last!

Har.er to get 77 Greater the .eire to get it:

Lesson:Make them feel that

the" are the select

few

Lesson)

=7 Scarcit"


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= e" $actor $oun.ation $or a

trateg" $or ,eruaion

+ai#or the trateg" to get a "e

.e,en.ing on the $actor that

$igure mot

Summar" - #earning


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Persuasion & Strate*ies +

S%i""s


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Peruaion - Bai

A ucce$u# ,erua.er mut 6e

e"ieved

Peruaion tart !ith cre.i6i#it"


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Ho! #ong i the ,erua.er no!n

e,utation

Pat e&,erience !ith the ,erua.er

In$ormation got $rom other ource on the

,erua.er

Aement o$ moti'e

actor that eta6#ih cre.i6i#it"5 trut


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Ke" ,oint i to con'ince the ,eron that the action

i not tota##" in the ,erua.er) e#$ interet

Hi..en Peruaion Create $ront grou, @%7g7 %&,ert on +>

In.irect Peruaion Con'ince ,eo,#e that no ,eruaion i inten.e.

@%7g7 Hint .ro,,e. caua##"

Bui#.ing cre.i6i#it"5 trut


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+urn 8egati'e into Poiti'e @%7g7 $%is& 'ere No() * we try harder!

Become an e&,ert Pu6#ih

Get en.ore.

Other ationa#

e#ia6#e9 *on)t o'er-,romie

Bui#.ing cre.i6i#it"5 trut - 2


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Peo,#e are .i$$erent reuire .i$$erent trategie

%entia##" 3 tarting ,oint

Su,,orti'e 8eutra#

8ot in.i$$erent


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%ach tarting ,oint nee.the an!er to each o$ 3

uetion

(hat .oe the target no!

a#rea."

*oe the target @or ho! much

.oe the target agree !ith the

,ro,oition

(hat are the interet o$ the

target

Strategie $or .i$$erent t",e o$ ,eo,#e - 2


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+he" 6e#ie'e the")re rightJ "ou)re !rong7

(rong tactic ma" reu#t in a $i&ation

Mut 6e im,#e5 non-threatening

Start9Get them to #iten

Mut ee "ou a a ,eron5not a ,eron !ith a.i$$erent 'ie!,oint

Area that "ou agree on5 thing in common %ta6#ih commona#it"

Start9

Perua.ing the hoti#e


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C#a""en*in* vie(points9

(hen tating o,,oing 'ie!,oint enure "ou

ha'e in.e,en.ent @,re$era6#e5 cre.i6#e u,,ort

Hoti#e target !i## e&,#oit an" #oo,ho#e the" $in.

Stre a !in-!in en.ing In cae !in-!in i not ,oi6#e5 u,,ort gi'en mut 6e

'er" trong

Perua.ing the hoti#e - 3


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utcome9

are $or hoti#e target to a.mit origina#

'ie!,oint !a $au#t"

Poi6#e to neutra#ie5 o that the" are not

hoti#e are that target e&hi6it cogniti%e dissidence

I$ thi ha,,en5 6e ,re,are. to hang in $or a #ong time

Perua.ing the hoti#e - 4


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8eutra# are un.eci.e.5 an. the" cou#. !ing either!a":

Goo. o,,ortunit" to tet ,eruai'e i##:


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Persuasion strate*y

Start9 State 6ene$it #ine. to their interet: (hat) in it $or them

Persuadin*) ;imit to 2 to 3 c#ear an. com,e##ing main ,oint /reaon

Mut 6e ea" to un.ertan.

*on)t gi'e too much in$ormation7 (i## con$ue7

Mut 6e cre.i6#e7 Gi'e e'i.ence @!hat the" are$ami#iar !ith

8eutra# But not in.i$$erent


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*i$$icu#t:

Start9 Get attention ,rime im,ortance:

Stor"5 anec.ote5 !hate'er: Moti'ate them to hear "ou

Persuasion9 Simi#ar to neutra# au.ience

Perua.ing the uninterete.


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2-3 (ee-Sur'e" an.Meaurement

3 Month Com,#ete +heProect o$

A.minitrati'eParing

1 Eear Com,#ete the

Proect 5 1Month e'ie!Perio.

P .i th i $ .


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;ac no!#e.ge5 e&,ertie to mae anin$orme. .eciion

Can gi'e in$ormation that i 6iae.:

Start9 %ta6#ih cre.i6i#it"

(i## enure that target !i## ,#ace greater 'a#ue on !hat"ou a"

Persuasion9 Argument/,oint nee. not 6e 6a#ance.

Perua.ing the unin$orme.

P .i t


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%aiet: Start9

eignite interet

Pat uccee

Persuasion9


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(i##iam5 Mi##er Strategie $or ,eruaion

Type C#aracteristics Strate*y

C#arismatics

T#in%ers

S%eptics

o""o(ers

Contro""ers

Ba#ance.ie! $rom e&,ert

ee. in$ormation


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T#e Executive Summary

+ ti - i i##


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+,ecuti%e -ummaries!i## co'er

(hat i an +,ecuti%e -ummary

(hat an +,ecuti%e -ummary!i##5 an. !on)t5

.o7

+he writing process $or an +,ecuti%e

-ummary

(hat i an +,ecuti%e -ummary.


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Genera# or Stan.ar. Summarie

A6tract

%&ecuti'e Summarie

Summarie to recommen. a ,eci$ic coure o$ action

Summarie that high#ight the maor ,oint o$ a #ong

,iece

(ritten main#" to a##o! the rea.er to .eci.e !hether to

rea. the #onger te&t

Summarie o$ omeone e#e) ,u6#ihe. !or

(ritten $or a 'ariet" o$ ,ur,oe

(hat i an +,ecuti%e -ummary.

+h + ti -


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A na,hot o$ a re,ort5 or ,ro,oa#5 to gi'ethe rea.er a uic ,re'ie! o$ it content

Pur,oe@9 +o cono#i.ate the ,rinci,a# ,oint o$ a .ocument

in one ,#ace

+o a'e time an. e$$ort in .eciion maing

+arget Au.ience9

Senior manager an. .eciion maer

+he +,ecuti%e -ummary


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An %&ecuti'e Summar" (i##9


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An %&ecuti'e Summar" (i##9

%&,#ain !h" "ou !rote the re,ort

Inc#u.e 6rie$5 re#e'ant 6acgroun. in$ormation

reuire. to mae the .ocument tan.-a#one

State an" critica# aum,tion ma.e


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An +,ecuti%e -ummary !i##9

Cou#. re$er to re#e'ant ection in the main

6o." o$ the re,ort $or .etai#

Be accurateJ .eciion !i## 6e ma.e 6ae. on"our ummar"5 6" ,eo,#e !ho ha'e not rea.the origina#

Summarie5 in ,recie term5 the conc#uionor recommen.ation ma.e

Pro'i.e a 6rie$ uti$ication $or the .eciion orrecommen.ation



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*o o in 'ie! o$ the hort #ong termo6ecti'e ought to 6e achie'e.

Ha'e a ca## $or action)

Pro'i.e an o'er'ie! o$ the action an. time

$rame

Pro'i.e in$ormation on ri aociate. !ith

the recommen.ation

An +,ecuti%e -ummary !on)t9


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An +,ecuti%e -ummary !on t9

;it the a#ternati'e or o,tion generate.

Inc#u.e e&hi6it a anne&ure +he %S cou#.5 ho!e'er5 inc#u.e ma## ta6#e or

chart

Pro'i.e .etai#e. ana#"i or uti$ication o$

recommen.ation

Intro.uce an" ne! in$ormation that i not in

the re,ort : :

+he !riting ,roce 1


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+he !riting ,roce - 1

Scan "our re,ort9 Content5 tructure5 #ength

High#ight e" ,oint

Centra# theme

Grou, i.ea in #ogica# euence to $orm

out#ine Kee, re,ort tructure intact

%.it out#ine to e#iminate econ.ar" or minor

,oint

+he !riting ,roce 2


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*eci.e on $ormat5 an. #oo-an.-$ee#ont 9 +",e / Sie 7

Paragra,h 9 In.ent / S,acing 7

Hea.ing 9

Su6-hea.ing 9 77Page num6ering 9 77

*i$$erent:

Write the summary in your own words !

Same

Same

Same

+he !riting ,roce 3


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+oneece,ti'e au.ience

Hoti#e au.ience

Har. hitting

8eutra#

N St"#e

Organization

Relationship with reader(s)

8ot !hat "ou)'e 6een taught:


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8ot !hat "ou 'e 6een taught:

!oy"e.s /a(

The success of any venture will behelped by a prayer even in awrong denomination!

/a( of !ureaucracy

(hen a ,ro6#em goe a!a"5 the ,eo,#e

!oring to o#'e it .o not7

!usiness Maxim 01

+he more "ou cut "our ,rice to get

6uine5 the more #ie#" "ou are to go

out o$ 6uine7

or the ne&t eion


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or the ne&t eion

C"ass) MC2-S-0) Conductin* Meetin*s

Monday, ctoer 23, 2014

Topic for t#e meetin* ot# re"atin* to 55M!6

Section 79


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Out o$ the ,ar:

A## the 6et $or

the mi.-term::


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Thank

you!

14-10-13 PGP-MC1-S-04 (Persuasion%2c ES) - Handout.pptx

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