Kỹ Năng Thuyết Phục persuasion skills basics (Tài liệu tiếng anh)

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Persuasion Skills

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• Explain the Major Principles of Persuasion

• Explain How to Persuade Different Personalities

• Explain the Use Positive Body Language for Persuasion

• Explain the Framework Theories for Applying Persuasion

• Explain Strategies for Developing Persuasion Skills

• Explain the Storytelling Technique of Persuasion

• Explain the Steps for Building Rapport

Objectives

• Explain What is Persuasion

• Explain How Persuasion Works

• Describe the Importance of Persuasion

• Explain the Steps of the Persuasion Process

• Explain the Role of Communication in Persuasion

• Explain How to Use AIDA for Persuasive Writing

• List the Characteristics of a Good Persuader

• Explain the Rhetoric of Persuasion

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Gerard works as a Senior

Sales Executive at Leonia Inc Frank Smith is Gerard’s Regional Manager at Leonia

Inc

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• Gerard has been recently

offered a position in one

of Leonia’s overseas offices in China for 2 years

• However, Gerard is not

very sure he should take

up this offer due to various personal reasons.

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• He has two children who

study in high school and are well settled and happy in their current school and among friends

• Also, Gerard knows that his

working wife would not be too happy to leave her job

to move abroad to live in an unknown culture.

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• Frank’s boss has given

Frank the responsibility of convincing Gerard of

taking up the position in China.

• Let us look at a

conversation between Frank and Gerard with regard to this situation.

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Hi Gerard! How’s work going?

Work’s going great Frank,

but you must have heard

about the position they

offered to me in one of

their offices in China

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Sure, it would feel good to discuss

the situation with someone I

can’t broach the subject at home

before I myself have a clear idea

about what I want to do

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So, I heard that you have been offered a position as Area Manager

Yes, that’s right

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So, why are you thinking twice about such a great offer? You know it would take you at least another five years to get to that position in this office This place is just so saturated in terms of

opportunities to grow

I know that but I have certain personal issues that are making

me confused about this

What issues?

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It’s just that my kids are in high

school and are well-settled here in

their current school They have a nice

and close group of friends I do not

want to move them to a new school

especially at such an important

juncture of their school days

They will soon be pursuing their graduation in college I do not want them to face the hassles of adjusting and settling in a new school in an alien

culture

I see; I can understand that

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That’s not all My wife works as a

Senior Technical Writer at Howard

Inc She hopes to be promoted to the

position of Team Lead this year She

has really worked hard for this

promotion I just cannot ask her to

give it all up to move to China

That’s a real shame but you do have

a point there Your kids and wife won’t be happy about moving to China at this juncture in their happy

and settled lives

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Hey! I have an idea Why don’t you speak to the Management and let them know that these are the issues that you have and you can take up this offer but only on

certain conditions

Now, you can understand my confusion I am

so tense; I just can’t make up my

mind

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I am sure they would They are really hard pressed upon finding someone from the head office here to fit the role of Area Manager in their

Chinese office

Do you think they would agree to it?

They need someone who can really take

up the challenge

to develop the market and clients in that area They know they have chosen the best man when they chose you

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True! Moreover, it would also help you get into a leadership role where you would be handling a team of your own It is a golden opportunity and one that I think you should not

miss

Thanks Frank I too am looking forward to getting into such

a role It would

be such a great move for my career

You would not get a chance to get into a leadership role

so easily in this office You know that, right?

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Oh yes! I know that There are so

many people competing for such

roles in this office I think I should

speak to the Management openly

about my issues and also suggest the

plausible solution that you gave

Sure, you should I would also personally speak to them and convince them All the same, be ready to go to take up this offer and move to China After all it is just for

two years

After that, they have promised that they will move you back here Think about the global

market experience that you will get in this position It is

an offer too good to be true

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You are most welcome anytime! Go for it!

Yes Frank, you are absolutely right

Why didn’t I think of all this before? I

could definitely move temporarily for

two years to China and then come

back while my family can stay here

during that period

My career would get a fresh new boost and their lives would also not get affected I think it is a great idea Thanks for talking to me Frank I just couldn’t think like

you

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You have seen from the

conversation between Frank and

Gerard how Frank persuades

Gerard to take up the offer in the

China office

Frank persuades Gerard to move from his confused thoughts to thinking very clear thoughts of taking up the offer This is the power of persuasion.

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Persuasion is crucial for

success in every walk of life

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Objectives

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What is Persuasion?

‘Persuasion’ is th e process of

communication that is intended

to

induce belief or action and of

moving others b y argument to a

position or a par ticular course of

action either tem porarily or

permanently

Persuasion is be lieved to be both

an art and a science

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What is Persuasion?

There are several ways in which a

person may be persuaded such as follow

s:

 Choosing specific aspects or tech

niques

that would persuade the person

 Making someone agree to your

requests when you ask them

 Making someone say yes to you

but also changing their attitude to yo

ur

request

 Making someone say yes to you and

also changing their perceptions

 Making someone say yes to you

and also changing their behavior

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The Art of Persuasion

Persuasion is an art; you can get

better and better with it.

If you feel that you don’t have an innate talent for persuading

others, don’t be disappointed

because these skills can be honed and developed with the proper

training and practice

People who always speak good

things may feel that they are good persuaders, but that is not always the case Persuasion is all about

understanding what you want and what the other person wants, and then coming up with a win-win

scenario.

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The Art of Persuasion

Persuasion happens everywhere – it’s omnipresent You may have to persuade people for anything – right from the deadlines of a project to which person will do what chores at home

In the real world, it is sometimes difficult to ascertain whether your persuasion skills are good or bad You may think that you are a good persuader, but in reality, it may be just the opposite

Even before you persuade, you will have to know what can people

be persuaded for

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Objectives

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How does Persuasion Work?

The given flowchart shows the way persuasion works through two different

routes that may follow after an attempt to persuade is made

Superficial Processing: focused

on surface features such as the communicator’s attractiveness or

no of arguments

Temporary change that is susceptible to fading and counter attacks

Deep Processing:

focused on the quality of the message arguments

Lasting change that resists fading and counter attacks

High motivation &

ability

to think about message

Message

Audience Factors

Persuasion Outcome

Processing Approach

Persuasion

Attempt

Low motivation &

ability

to think about message

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Objectives

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Importance of Persuasion

It helps to deal with people so that they feel important and appreciated

It helps to handle people without making them feel manipulated

It helps you to make someone want to do what you want them to

It helps in arousing a want to follow you and your instructions in others

It will help you to learn how to make people like you

It can help you to win people over to your way of thinking

It helps to change people without causing offense or arousing resentment.Persuading people can be beneficial to you in several ways such as:

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How to Persuade Others?

It is important that you should create a good impression of yourself among others in order to be able to persuade them The World forms its opinion of us largely from the opinion we have of ourselves

The following are a few ways through which you can create a good impression:

• Don’t wear a disguise

• Don’t knock the other party

• Learn to Communicate Effectively

• Don’t try to be perfect

• Get people talking about themselves

• Don’t tease and don’t be sarcastic

Let us look at each in detail.

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Don’t Wear a Disguise

• Don’t wear a disguise

Don’t wear a disguise:

People are much smarter than you realize The conscious mind may not be smart enough to analyze and see through the disguise that people wear, but our subconscious mind does identify the fakeness and disguise that people put on

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Don’t Knock the Other Party

• Don’t knock the other party

Don’t knock the other party:

Never try to humiliate others if you want to make a good impression Instead, boost your own image Not only do people dislike negative talk, but you are also setting a negative environment to persuade

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Learn to Communicate Effectively

• Learn to Communicate Effectively

Learn to Communicate Effectively:

One thing good persuaders have in common is skill in using words Learn to communicate openly, honestly and passionately to persuade people

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Don’t Try to be Perfect

• Don’t try to be perfect

Don’t try to be perfect:

No one can fascinate every minute When you try to be perfect, you appear to be fake and shallow People will not believe you and will not be able to trust you

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Get People Talking about Themselves

• Get people talking about themselves

Get people talking about themselves:

If you want to persuade others, then show a genuine interest in other people’s opinions and views If you can stimulate others to talk, you will acquire a reputation as a good conversationalist as well as a good

person and will have greater persuasion power

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Don’t Tease and Don’t be Sarcastic

• Don’t tease and don’t be sarcastic

Don’t tease and don’t be sarcastic:

Teasing and sarcastic remarks are both aimed at the self esteem of others Do not tease or pass sarcastic comments as they threaten the self-esteem of the other person and make you less likable This will make it more difficult for you to be able to persuade the other person

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One of the key traits of a successful person in professional

as well as personal front is one who can persuade people Persuading people helps you to lead the people to your way of thinking and helps to prevent unnecessary conflicts and resentments There is a very strong linear relationship between success and persuasion

Role of Persuasion in Success

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Persuasion and Change of Attitude

Cognitive Change: Such a

change in attitude takes place when a person receives new information from others

or media

Affective Change: Such a change

in attitude takes place through a direct experience with the

attitude object

Behavioral Change: Such a change

in attitude takes place when a person is forced to behave in a way

different than normal

There are three main changes of attitude that take place such as follows:

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Use Persuasion to Change Attitudes of Others

The only way you will be able to persuade others is when you

learn to control and change the attitudes of other people

When you change the attitude of other people, their actions

and hence their behavior will automatically come under your

control When a person’s attitude become favorable towards

you, they are more likely to comply with your wishes and agree

with your opinions and ideas

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Following are some of the key points to keep in mind in order to change the

attitudes of other people:

We have to adopt the attitude we want others

to express.

Speak out with confidence and grit.

People react and respond

in a like manner to the

attitude and action

expressed by you.

Watch your posture at all times.

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Following are some of the key points to keep in mind in order to change the

attitudes of other people:

Remember to be enthusiastic because enthusiasm is contagious and spreads from one person to another and so does indifference and lack of enthusiasm.

Begin today to develop an enthusiastic, confident attitude and manner.

Confidence breeds

confidence If we believe

in our self, and act as if

we believe in our self,

others will believe is us.

Hold your head up and display a

positive body language at all

times.

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