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Social Proof: Recruiting Support for Your Verbal Persuasion
Everyone says that Management Courses is the best YouTube channel for management training videos. Isn’t that a persuasive reason to give the channel a try? When you invoke the support of one or more other people to justify your argument,...
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How to Win an Argument
Arguments are about persuading someone who disagrees with you, using language. An argument follows rules that are less structured than those of a formal debate. But, there are unwritten rules nonetheless. Let’s look at them.
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Forgiveness: How to Get Forgiven
I have no better advice than: “When you’re wrong, ‘fess-up, say you’re sorry, and move on”. A good apology is a necessary precursor to forgiveness. So, let’s unpack this basic wisdom into the steps you can go through, to make getting...
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WIIFM? How to Use Self-interest to Influence and Persuade
Self-interest is a given and goes without saying. It is obvious that people do what they see as being in their best interests. So, why am I bothering with it? Because appealing to self-interest works. It is the ‘What’s in it for me?’...
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The Power of the Word 'Because' in Influence and Persuasion
Psychologist Ellen Langer and her colleagues did a simple experiment. In it, she showed the power of the word ‘because’ to trigger compliant behavior.
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Peer Pressure: The Awesome Power of Social Proof
Humans feel a deep need to fit in, to conform. The harder the choice we face, the more we defer to others. I call this the ‘eight-out-of-ten-cat-owners’ effect. Psychologists call it Social Proof.
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Use the Power of Scarcity with Integrity
Have you ever wondered why special offers have deadlines, and countdown timers have become ubiquitous on internet shops? This is what I call the ‘sale-must-end-on-Sunday’ principle, which works on our fear of missing out, due to...
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Getting Agreement by Slicing up the Pie
It’s a thankless task trying to get an agreement from someone who disagrees with you. It is far easier to start from a base of agreement. It’s a bit like slicing up a pie.
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The Jiminy Cricket Effect: Cognitive Dissonance and the Urge for Consistency
Conscience is an inner voice that tells us what is right and what is wrong. When we are about to do something that is inconsistent with our conscience, we feel uneasy about. That feeling of unease is what psychologists call “cognitive...
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Emotional Intelligence at Work: Why is it Important?
This is not an academic video, where I describe study after study and cite all the research papers. But I will tell you why Emotional Intelligence is important at work and give you an indication of the range of positive benefits of...
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Momentum: How to Make it Easy for them to Say 'Yes'
An important part of influence is making it as easy as possible for someone to comply. And there are two great techniques from the world of time management to generate momentum and make it easy for them to say yes.
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Tannenbaum & Schmidt: The Leadership Continuum
Tannenbaum and Schmidt’s Leadership Continuum is a situational leadership model, offering a range of styles and ways to select among them. 🧭 This video is part of course module number 3.11.3 🏢 Program 3: Managing and Leading Individuals...
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Power in the Meeting Room: Psychology of Seating Positions
Do you understand the impact of seating positions on power in the meeting room? If you don't, this video explains the Psychology of Seating Positions. And don't worry if your meeting table is long and oblong, oval, or circular. Whichever...
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Power at the Negotiating Table: Key Concepts in Negotiation
Everybody goes into a negotiation with power. The power to say yes, to say no, to move the negotiation forwards, or to frustrate progress. But where does this power come from?
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The Core of Influence & Persuasion: Ethos, Logos, and Pathos - Character, Reason, and Emotion
The earliest thinker in the Western tradition whose ideas about influence and persuasion come down to us was Aristotle. He asserted that we need three things to build a persuasive argument: ethos, logos, and pathos. In English, these...
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Get a Favor: How to Get Someone to Help you or Do You a Favor
We often need other people to do something for us. But we don’t necessarily have the authority to tell them to do it, or to ask them and expect them to comply. This is where influence is at a premium. You need to combine some long-term...
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How to Change Someone's Mind
You really do need to bring all of your influencing and persuasion skills to bear if you want to change someone’s mind. So, in this video, I’ll share my top ten tips.
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Pre-Sales Activities [Sales Process Part 2 of 9]
You have prospects, but it would be foolish to dive in and try to sell to them immediately. You need to prepare, and this is where the three pre-sales activities come in.
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Influencing and Persuading - Negotiation Tools
Arguably, negotiation is a structured process where each party is influencing and persuading the other to get the outcome they desire. I think there's more to negotiation than this. But influencing and persuading are certainly a big part...
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Ethos: the Importance of Character in Influence & Persuasion
Before anyone will listen to your efforts to persuade them, they will first ask: ‘why should I listen to you?’ What they care about here is your ethos: your character.
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How to Influence by Making People Feel Good
People are far more likely to do what you ask, to accept your point of view, or help you out if they like you and you make them feel good. So, liking is one of the keys to influence and persuasion. So, how can you get people to feel good...
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Matching & Mirroring: How to Influence by Building Rapport
In a way, Rapport is an example of Reciprocation – which we looked at in the last video. However, it is about the reciprocation of movement and posture, gesture and expression, and words and speech. And, it will introduce us to the key...
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Rhetoric: The Golden Key to Verbal Persuasion
People have been persuading one another with their speech for as long as we have records. In many different cultures, aspiring lawyers, administrators, and politicians would have learned the science of rhetoric, of using language...
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How to Craft a Compelling, Persuasive, and Powerful Presentation
There are four questions you need to ask – and answer – if you want to craft an excellent presentation, which your audience will find compelling, persuasive, and powerful. Let’s look at them. Get our Presentation Skills Toolkit, which...