Imagine you’re deep in a conversation with a client, one who appears to be a “no-budge.” You’ve tried every angle and presented the most compelling arguments, however, their resolve remains unshaken. Frustrated and uncertain about how to proceed, you decide to call in reinforcements – a colleague renowned for their ability to work wonders with stubborn clients through the sheer power of their words.
You hand your colleague the phone, and then, in a matter of minutes, the impossible happens. The client’s stubbornness seems to melt away, and you witness the magical transformation of a non-cooperating lead into a converted one. It’s a remarkable feat that leaves you in awe of your colleague’s prowess in the art of persuasion. You can’t help but wonder what it is about them that makes them so effective.
You exchange a high-five, celebrating the victory, however, beneath the surface, a profound admiration takes root. You aspire to be like your colleague, possessing the ability to turn seemingly intractable situations into resounding successes. This experience is a part of the critical role of convincing skills in workplace conversations and how they can make the difference between stagnation and advancement in the professional world.
“People are usually more convinced by reasons they discovered themselves than by those found out by others.”
–Blaise Pascal
George C. Parker is regarded by some as the most persuasive American of all time. For numerous years, Parker persuaded people that he was the owner of the Brooklyn Bridge, once or twice a week. He would sell it to them once they trusted him. Usually, his buyers would find out about the scam after they were taken into custody by the authorities for installing toll barriers on “their” bridge.
Parker undoubtedly knows how to persuade people to agree with him, even though he isn’t a fantastic role model when it comes to honesty. You’ll become a more effective professional after you understand exactly how to convince someone (the correct method).
Let’s understand the art of convincing in this ever-evolving world and interconnected relationships.
What is the Art of Convincing People at Work?
Convincing communications involve several features intended to promote persuasion, such as an appealing source, a message containing compelling arguments, or attempts to make the topic seem personally relevant to the listener, according to the Encyclopedia of Human Behavior.
Persuasion was defined as “a symbolic process in which communicators try to convince other people to change their attitudes or behavior regarding an issue through the transmission of a message, in an atmosphere of free choice” by American academic Richard M. Perloff, a professor of communication at Cleveland State University, back in 2003.
Thus, persuading communication can be a strong and useful instrument for accomplishing objectives in both internal and external company operations:
- When speaking with coworkers, establishing a productive working relationship with your team and teammates requires persuasive communication. This holds for cross-cultural and multigenerational teams as well.
- When speaking with team leads and managers, persuasive communication can be quite helpful in conveying critical information to your superior.
- When speaking with clients and consumers, you can persuade them that you’re the most qualified candidate for the position by using persuasive communication.
The art of convincing people at work is a skill that, when honed and practiced, can lead to success in various aspects of your professional life, including negotiations, team collaborations, project pitches, and more. By developing and applying these skills effectively, you can navigate workplace conversations with confidence and increase your ability to achieve your goals and influence positive outcomes.
Tactics to Make it About Their Interests
Convincing people at work is a skill that hinges on a delicate interplay of effective communication, empathy, and a deep understanding of the motivations at play.
What’s in it for me/them
When you’re preparing to persuade someone at work, it’s essential to start by considering your motivations and objectives. What do you hope to achieve through this conversation? What are your goals, and how will this interaction further your interests or the interests of your team or organization? By understanding your own “What’s in it for me” (WIIFM), you gain clarity on your desired outcomes.
Convincing someone, however, is a two-way street. It’s equally important to empathize with the person you’re trying to persuade and consider their motivations, aspirations, and concerns. What are their professional objectives, challenges, and priorities? How can your proposal or idea benefit them or address their needs? Understanding their “What’s in it for them” (WIIFT) is pivotal in crafting a message that resonates with their interests and values.
Mastering the art of convincing at work involves striking a delicate balance between your own “WIIFM” and the “WIIFT” of the person you’re persuading. It’s about finding common ground where your objectives and theirs align. By doing so, you create a win-win scenario, where both parties stand to gain from the decision or action, which is the hallmark of successful workplace persuasion.
Be honest, upfront, and polite
It can be tempting to sugarcoat or ignore issues. A study by psychologist Robert S. Feldman of the University of Massachusetts found that sixty percent of adults are unable to carry on a 10-minute discussion without lying.
When discussing honesty in business, it’s important to consider your values. However, with the abundance of false information, the never-ending assault of fake news, and deceptive advertising, one would ask why it’s even important to communicate the truth. Being truthful with partners, staff, and clients increases a company’s chances of success over the long term, and not only because it’s the proper thing to do.
According to Open Sourced Workplace, the work environment serves as a “community” for professionals, including business owners, and polite individuals conduct themselves with dignity. The combination of honesty, integrity, politeness, and respect forms the cornerstone of effective communication and persuasion. It not only fortifies your credibility but also builds a conducive atmosphere for successful workplace conversations and, ultimately, convincing others in a manner that fosters collaboration and positive outcomes.
Ways to influence people
“The only way on earth to influence other people is to talk about what they want and show them how to get it.”
— Dale Carnegie
Robert Cialdini, the author of the book Psychology of Persuasion, emphasizes that you cannot show someone integrity when you are trying to persuade them. You have to earn their trust and make sure you always act in their best interests. To accomplish this, you must first establish a strong connection with the person and show real concern for them before attempting to influence them in a particular direction. You have to appear sincere to show that you are a reliable person whose main concern is helping others.
Here are a few ways to influence people:
- Be present and connect with them
- Ask to understand
- Educate and encourage them
- Confirm suspicions and acknowledge objections
- Be generous with words, Praise lavishly but sincerely
Show Them Long-Term and Short-Term Benefits
The strategy of presenting both short-term and long-term benefits is a powerful tool that can greatly enhance your ability to persuade others effectively. It essentially involves addressing immediate concerns and pressing needs while simultaneously highlighting the broader, more enduring advantages that align with the goals and aspirations of your audience. This dual approach not only makes your proposal more enticing but also adds depth and context to your argument.
Ways to do it:
- Identify and share short-term wins
- Emphasize immediate gratification
- Connect to long-term goals
- Introduce the big picture
- Align with their aspirations
- Provide evidence and examples
Align your objectives with their goals
It’s common for your ideas to initially appear as square pegs in round holes, not quite fitting into their existing plans or strategies. In such cases, the key lies in your ability to adapt and demonstrate how your suggestions can seamlessly complement or enhance what’s already in place.
What to do when your objectives do not fit their plans:
- Understand their plan (their POV)
- Identify synergies in areas where your proposal can naturally intersect with their existing plans.
- Be prepared to adapt your proposal as needed.
- Clearly articulate how your ideas can enhance or improve their current plan.
- Collaborate and cooperate to find a common ground for both parties to work together.
- Demonstrate the value your proposal brings.
- Maintain open and transparent communication.
In professional interactions, the role of convincing skills cannot be overstated. It’s a nuanced orchestration of communication, empathy, and understanding, where the art of persuasion holds the key to unlocking doors and fostering success. As you step forward to explore the art of convincing in workplace conversations, remember the timeless wisdom of Dale Carnegie:
“The only way to get the best of an argument is to avoid it.”
In this simple yet profound quote, Carnegie reminds us that the true art of convincing isn’t about winning debates or overpowering others; it’s about building bridges, finding common ground, and fostering collaboration. It’s the ability to inspire change through understanding and empathy. With these principles at heart, you can navigate the complex world of workplace conversations and write your own success story.
https://blog.hubspot.com/sales/clever-persuasion-techniques-youve-never-heard-of-before
https://smallbusiness.chron.com/being-polite-workplace-helps-37914.html
https://medium.com/@Aleksandr_Duchenchuk/how-important-is-honesty-in-business-cf44055c0b17
https://www.entrepreneur.com/leadership/7-ways-to-influence-other-people/361700
https://www.everywoman.com/wp-content/uploads/2022/02/art-of-persuasion.jpg
Written By: Jimmy Jain
Edited By: Afreen Fatima
Society of Design Thinking Professionals
