Anzeige
Erschienen in:
2021 | OriginalPaper | Buchkapitel
10. One-on-One Persuasion
verfasst von : Radu Atanasiu
Erschienen in: Critical Thinking for Managers
Aktivieren Sie unsere intelligente Suche, um passende Fachinhalte oder Patente zu finden.
Wählen Sie Textabschnitte aus um mit Künstlicher Intelligenz passenden Patente zu finden. powered by
Markieren Sie Textabschnitte, um KI-gestützt weitere passende Inhalte zu finden. powered by
Abstract
When trying to convince a client to buy your service, the boss to fund your project, or a peer to change a procedure, most people rely on a false assumption: if we ourselves are convinced of something, then we can easily convince others. We therefore rarely prepare for such a meeting and often fail to achieve our goal. This chapter provides a step-by-step recipe for preparing for a persuasion effort, recipe that includes, among others, crucial steps such as getting the other to care, identifying pro arguments customized for the other, and—most importantly—finding out beforehand why they might say no (a kind of persuasion premortem).