说服方法(附加3).pdf

OBAdditional in Persuasion Anchor Person: Valerie ZHU valeriezhu@ valeriezhu@ 2011-5-16 1 OBCommunication Is to Persuade Others Management and the tools of persuasion 2011-5-16 2 Influence and Persuasion • Understand the difference between the two • What influences/ persuades us to adopt beliefs, change our actions, support certain ideas • How these impact on day to day management work • How to resist unwanted influence, and influence others ethically 2011-5-16 3 Influencing/ persuading ‘Influence is the essence of leadership. To be effective… it is necessary to influence people to carry out requests, support proposals, and implement decisions… the effectiveness of managers depends on influence over superiors and peers as well as subordinates. Influence in one direction tends to enhance influence in other directions.’ Yukl, 2002 2011-5-16 4 • Influence is where what I do affects the • Influence is where what I do affects the behaviour of someone else, whether I behaviour of someone else, whether I intend it or not intend it or not • Persuasion is when I intend this to • Persuasion is when I intend this to happen – it is intentional influence happen – it is intentional influence 2011-5-16 5 Aristotle’s categories of persuasion 1. LOGOS (logical proofs) 1. LOGOS (logical proofs) This emphasises the rationality of the This empha