A story or metaphor is a persuasive use of words because stories persuade with emotion.
Some of the best persuaders: sales people, negotiators, psychiatrists, counselors and consultants persuade with stories and metaphors.
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As the world reels at the second big shock in 2016, Donald Trump elected as President of the USA, after the UK voted for Brexit. What can we learn about persuasion? So many polls, so many authorities got both events wrong.
We might be tempted to believe as Richard Thaler, Professor of Behavioural Science & Economics said after Trump won, ”This is …a defeat for science and expertise.” No, this is not a defeat for logic. Logic could never win; this is a win for emotion.
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We have already explored the theme from market trends: Are procurement undervaluing suppliers? In this blog, we will concentrate on the need to understand culture in global negotiations.
The secret of great global negotiations is not one thing, but many: communication, planning, risk taking and cultural differences. But, one key item or secret of success can be gleaned from Aristotle in his book Rhetoric . The secret is: balance your negotiation argument with logic and emotion.
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When images are used skillfully, they can increase interest and participation, excite creativity, stir emotions and memories, provoke questions and uncover common ideas. There are two approaches to using images in presentations: the image as illustration and the interactive image. In this blog, we will discuss the image as an illustration.
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Colour is a powerful tool that can enhance any presentation. Research shows that colours can evoke an emotional response and make your message more memorable and persuasive. However the psychological impact of colour can also ruin your persuasive message, so think carefully about your choice of colour.
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Tell more stories to persuade. If you have attended our persuading for results workshop, you will have experienced the power of stories. At the end of day one we ask participants to come to day 2 ready to tell a story about themselves.
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Not long after publishing the last Blog, Flatlining: Senior managers does your presentation have a heartbeat? my phone rang. Jo Madden, HR Manager from one of our best customers was on the line. “In presentations, another way to look at adding emotion to logic, is to adding right-brain thinking to left-brain thinking”, said Jo. That was another interesting perspective on Flatlining...
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In a consulting project in Beijing, the head of a global IT firm asked “What was the secret of being a successful negotiator?” In fact as they had global customers, “What was the secret of being a successful global negotiator?”
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When consulting, clients often ask when should I negotiate with my best customers?
To answer this question we ...