Features - Persuasion: A Project Management Approach
Persuasion: A Project Management Approach
In many ways, persuasion is a dirty word. Think of the various ways people try to make a point or get their way through persuasion. As children, we learn at an early age that various methods of persuasion may or may not lead to the desired outcome. Depending on the results, some people continue to use less effective means even into adulthood. As we mature, however, most of us learn that whining is less effective than a good, factual argument. The art of persuasion requires a combination of approaches, however, and when done respectfully, it can help you reach your goals without annoying or manipulating others.
When you think about it, many interactions with others require some sort of persuasive techniques. This is how projects begin and continue. Someone, somewhere, has to buy into the concept, even when the idea comes from upper management. Effective persuasion, then, has led to some great ideas and outcomes. Consider the story of FedEx, for example, the world's largest delivery company. An idea that began as an undergraduate term paper later grew into a multi-billion company. A good idea doesn't simply happen on its own, however, no matter how great. The best entrepreneurs know how to sell their ideas to banks for funding and customers for buying.
Throughout the life of a project, managers must continuously "sell" those involved on the importance of the work. This is true for your own work as well. Persuasion is a daily occurrence, and can lead to positive results for everyone involved, even those who you're trying to "sell" on an idea. The key, then, is to learn how to use persuasion effectively so that you can present your ideas in the best possible way without offending others and allowing them to enter into the conversation. When you allow others to voice their opinions, even when you don't agree, you demonstrate that you're not trying to bulldoze over other people and that you're willing to listen. This is something project managers do to keep everyone on a project involved and moving forward. You can apply these techniques as well. If people enter the situation feeling that you've already made a decision or refuse to budge, they're much less likely to feel supportive--or even listen to what you have to say, no matter how great. However, when people feel that they have a say in the outcome, even if their opinion is not used, they're likely to offer their support.
When you're in a situation of trying to persuade others, keep some simple communication techniques in mind to make the process go as smoothly as possible. Have your facts straight. If you don't know what's what, you can't make a good argument. Presenting the information isn't enough, however. You need to demonstrate how your proposed argument will benefit the other party. What's in it for them? What can they gain from supporting the idea? When people can connect on an intellectual and emotional level, they're much more likely to say "yes" or be willing to compromise.
When speaking with others, ask for their input and opinions. It's simple human nature--people like to feel included, and they like to feel valued. If you can help others feel valued, they're more likely to support you. Use questions showing alternative scenarios and "what if?" statements to show how your proposal is a good one and will lead to the desired outcomes.
Finally, remember that you won't be successful every time. Some people won't support your idea for whatever reason, and that's okay. Avoid trying to force people into changing their minds, as this can only lead to conflict. One aspect of effective persuasion is knowing when to step back and wait for the opportune moments.
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