When Persuading
When Persuading, make sure alternative positions can be tested by facts and
logic. The other person may respond to your data with the challenge to prove
it. You have a major advantage when you are able to do so. Your ability to
weigh the facts on each side, offer options for testing, or demonstrate the
weight of your evidence will add great power to your proposals and reasons.
Written on 2012-01-30 by SMS Inc.
When Asserting
When Asserting, you ask something of the other person and you offer something in return. Be careful not to force or avoid. What you ask for and what you offer should have relatively equal value and force. If what you offer the other person has less value than what he or she has to give you, you are Forcing to meet your objective. If what you offer the other person has more value than what he or she has to give you, you are avoiding to preserve the relationship.
Written on 2012-01-23 by SMS Inc.
When Bridging
When Bridging, use Listening to summarize before moving to a new topic.
Asking one question after another may make the other person feel as if he or
she is being cross-examined. Questions should be open-ended rather than
leading. A new question should emerge only from active Listening behavior.
Listening conveys respect and politeness; it signals to the other person
that you are paying attention and that you are willing to correct your
understanding if necessary.
Written on 2012-01-16 by SMS Inc.
When Attracting
When Attracting, make sure you and the other person share common goals and
aspirations. This is essential for creating a unified vision of possible
outcomes. If you do not know enough about the other person to create a
shared vision when planning your influence attempt, you will have to engage
the other person in generating the vision during the influence attempt
itself.
Written on 2012-01-09 by SMS Inc.
