Persuading Difficult People

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Persuading Difficult People KU Edwards - Professional Edge Kerry Benson – Lecturer, KU William Allen White School of Journalism and Mass Communications

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Persuading Difficult People. KU Edwards - Professional Edge Kerry Benson – Lecturer, KU William Allen White School of Journalism and Mass Communications. Difficult People. Whose face do you picture?. “Wear good shoes and run like hell.”. - PowerPoint PPT Presentation

Transcript of Persuading Difficult People

Page 1: Persuading Difficult People

Persuading Difficult PeopleKU Edwards - Professional EdgeKerry Benson – Lecturer, KU William Allen White School of Journalism and Mass Communications

Page 2: Persuading Difficult People

Difficult PeopleWhose face do you picture?

Page 3: Persuading Difficult People

“Wear good shoes and run like hell.”

Page 4: Persuading Difficult People

Three Cs of D

Those driven by conceit

Those driven by competition

Those driven by control

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Three keys to persuasion

Self-interestSimplicity

Choice

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Take credit, grandstand, monopolizeCan’t feel empathy, feel entitled, devalue others…

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Self-interest is key to persuasionProvide positive recognition

Identify their investment

Personalize all communication

Mimic their communication

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I will argue. And argue. Just for the sake of arguing. Because it’s a game. A game I must win.

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Simplicity is key to persuasionKeep communication focused

Lose the biz jargon

Consider loss aversion

Establish credibility

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Perfectionists, micromanagersWhat about those who control by saying yes when they mean no?

What about those who are deceptive and slippery when confronted?

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Choice is key to persuasionShow you are good enough

Provide choice comparison

Use Ws to provoke thought

Page 12: Persuading Difficult People

“Wear good shoes and run like hell.”