Better Presentations 104 Persuade with Power

1. Better Presentations 104Persuade with Power Mark Latta, PMP

2. the speech I shouldn’t give

4. The successful persuasion tactic is one that directs and channels thoughts so that the target thinks in a manner agreeable to the communicator’s point of view…The successful tactic disrupts any negative thoughts and promotes positive thoughts about the proposed course of action. – Anthony Pratkanis & Elliot Aronson The Age of Propaganda

5. So in the last analysis, our problem of getting people to accept our beliefs or act upon our suggestions, is just this: to plant the idea in their minds and to keep contradictory and opposing ideas from arising. He who is skilled in doing that will have power in speaking and profit in business. – Dale Carnegie Public Speaking and Influencing Men in Business

6. The

7. the factors of persuasion

8. CREDIBILITY

10. Cialdini’s factors Robert B. Cialdini Influence: The Psychology of Persuasion

11. reciprocation

12. commitment & consistency

13. liking

14. social proof

15. authority

16. scarcity

18. the power of reciprocation

19. (the professor’s story)

20. what is it? Create an obligation through giving, either solicited or unsolicited

21. why does it work? “There is an obligation to give, an obligation to receive, and an obligation to repay.” -Marcus Mauss, French anthropologist

22. why does it work? “The person who violates the reciprocity rule by accepting without attempting to return the good acts of others is actively disliked by the social group… -Robert Cialdini Influence: The psychology of persuasion

23. why does it work? “The person who violates the reciprocity rule by accepting without attempting to return the good acts of others is actively disliked by the social group… -Robert Cialdini Influence: The psychology of persuasion

24. how to use it Give at every opportunity Start high, go lower (build credibility)

25. (G. Gordon Liddy & Watergate)

26. (your story)

28. the power of consistency & commitment

29. (horsefeathers?)

30. (how are you today?)

31. what is it? Create an obligation through self-commitment or self-consistent behavior

32. why does it work? “The general idea is to pave the way for full-line distribution by starting with a small order…Look at it this way – when a person has signed an order for your merchandise…he is no longer a prospect, he is a customer.” -American Salesman

33. how to use it Start small, build big Agreement to generally-accepted ideas Get them nodding

34. (the Korean experience)

35. (boot camp “indoc” & the power of hazing)

36. (your story)

38. the power of social proof

39. <insert laugh track here>

40. what it is Using the power of “other behavior” to influence target audience

41. why does it work? when in doubt, we look to others

42. how to use it Set the standard for behavior Build pre-meeting consensus Solicit ringers and testimonials Create urgency

43. (Urgency: Kitty Genovese)

44. (your story)

46. the power of liking

47. (how Mark got his job)

48. what it is Using the power of personal charisma or other traits in order to create affinity

49. why does it work? “we” are smarter, cuter, and generally more knowledgeable… “they” are dumb as a box of rocks

50. (Urgency: Kitty Genovese)