One-on-One Persuasion

Radu Atanasiu ()
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Radu Atanasiu: Bucharest International School of Management

Chapter Chapter 10 in Critical Thinking for Managers, 2021, pp 127-138 from Springer

Abstract: 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).

Date: 2021
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Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-3-030-73600-2_10

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DOI: 10.1007/978-3-030-73600-2_10

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