Influence & Persuasion:
Can You Always Get Your Way?
Kevin Hogan
This is an interview I just gave Superinterassante, Brazil's
highest circulation magazine and in fact, one of the biggest
in the world.
They wanted to know some simple answers to basic
persuasion concepts. I think you will find it interesting!.....
1. In your experience, which are the most efficient persuasion
techniques when you're asking a person for a favor?
When I need a favor there are a few different ways I might approach
it verbally.
First, is how I ask. This is the easiest and probably most effective.
"Hey John, I need a huge favor. Is there any way you would xyz for
me? I'd really appreciate it and it would mean a lot to me."
Even though it looks like one sentence, it's essentially stated
without pausing or letting the person answer until you complete the
request.
If you want to add some potency to the request you can place the
word, "please," before "I need" or you could insert a "please" before
"XYZ"
You can also insert the word (or concept of cause/effect) "because"
after "appreciate it."
From a nonverbal perspective, when I ask for a favor I do everything
I can to appear subservient or physically appear "lower" than the
other person.
In effect the other person is then looking "down" on you.
Finally, you can do something nice for the person a few days prior
to asking for the favor. Something they will perceive as valuable.
2. In politics, how can a politician convince electors that he or
she is the best option, if there's never direct contact between
candidate and electors?
You watched it happen in the United States.
A politician can connect with their potential followers by carving
out enough people from the potential pool of voters.
President Obama did it like this:
"If you earn more than $250,000 per year, you aren't going to like
the plans I've put together. If you earn less than $250,000 you are
going to get a tax break."
This was rather ingenious. Only 4% of Americans earn more than
$250,000 annually so by slicing the pie to a potential 96% it would
be tough to lose.
Next he repeated key concepts over and over and over.
"If you don't want more of the same, old tired, failed policies of
the past...."
That was one.
The repetition of a few, very few, SIMPLE ideas...so simple that
anyone could easily repeat and mimic them in a conversation is
crucial in having the message replicate in the public.
Casting your opponent in the same group as the "enemy of the
people," is in has consistently proven to be effective for hundreds
of years.
Exuding a confident, powerful, CERTAINTY is also crucial. People
gravitate to CONFIDENCE and CERTAINTY. Even if they feel there is
arrogance there, they will still move toward certainty, especially in uncertain times.
Photos appear under license with Stockexpert. The photograph of President Obama appears under license with PRPhotos.
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When I need a favor there are a few different ways I might approach
it verbally.
This was rather ingenious. Only 4% of Americans earn more than
$250,000 annually so by slicing the pie to a potential 96% it would
be tough to lose.
