Foundational Principles Of Persuasion
Central to understanding persuasion is the concept of neutrality. The laws of persuasion are neither good nor evil. They simply exist. Just as nuclear power can be used to create electricity or an atomic bomb, persuasion can be used to create unity or to force compliance. Whether the outcome is good or bad depends on the person using the laws and how that person applies the techniques of persuasion.
Some people desire to win at any cost, using any available tactics including misusing the laws of persuasion. These individuals are willing to use guilt, violence, intimidation, temptation, bribery, and blackmail to get the desired result.
However, when used properly, persuasion is our best friend. Through persuasion we create peace agreements, promote fund-raising efforts, and convince motorists to buckle up. Persuasion is the means by which the coach of an underdog team inspires players to win. It is also the method employed by the Surgeon General to convince people to have regular mammograms and prostate examinations, by managers to increase employee performance and morale, and by hostage negotiators to convince criminals to free their captives.
Misuse of the laws will only come back to haunt you in the long run. You might get short-term instant results, but your long-term future will be bleak. The tools outlined in this book are powerful and are not to be used selfishly. They should not be considered a means of gaining a desired result at any cost. Rather, you should use these tools to get your desired outcome only when it is a win-win situation for all involved.
The fable of the sun and the wind provides an excellent example of properly implemented persuasion. The sun and the wind were always arguing about which of them was the strongest. The wind believed he was stronger because of his destructive power in tornados and hurricanes. He wanted the sun to admit he was stronger, but the sun held fast to his own opinion and could not be convinced. One day the sun decided he wanted the matter settled once and for all, so he invited the wind to compete with him in a contest. The sun chose the contest carefully. He pointed out an old man taking a walk, and challenged the wind to use his power to blow the man's jacket off. The wind felt this would be an easy contest to win and began to blow. To his surprise, each gust of wind only made the man cling more tightly to his jacket. The wind blew harder, and the man held on tighter. The harder the wind blew, the more the man resisted. The powerful blows of wind even knocked the man down, but he would not let go of his jacket. Finally, the wind gave up and challenged the sun to succeed in getting the man to take off his jacket. The sun smiled and shone radiantly upon the man. The man felt the warmth of the sun, and sweat began to appear on his forehead. The sun continued pouring out warmth and sunshine upon the man and, at last, the man took off his jacket. The sun had won the contest. If your attempt to persuade is a win-win, others will be eager to do what you want them to do.
Persuasion FAQs Related Articles
- Base Desires And Persuasion
- Factors Influencing The Impact Of Humor In Persuasion
- Foundational Principles Of Persuasion
- Increasing Persuasion With Humor
- Layers Of Complexity In Life And Persuasion I Am An Onion
- Persuasion Techniques
- Persuasion Through Isolation
- Storytelling - Pure Emotional Persuasion
- Why The Laws Of Persuasion Work
Increasing Persuasion With Humor
Many people take for granted the powerful persuading influence of humor. Humor is often tossed off as sheer entertainment or mere speech filler. The truth is, when you engage an audience with humor, you are accomplishing much more than just getting a laugh out of them.
Humor disarms an audience, making them more likely to open up to you. Once your prospects feel comfortable with you, they will be more in tune to your message and more likely to remain attentive. Audience members usually like and are drawn to a person who can make them laugh, helping them become more receptive. And perhaps most powerful of all, in our fast-paced culture where most things are fleeting, they remember you and continue to hold you in a positive light long after the initial exchange. When you leverage the element of humor, any message coming from you receives more weight than one that comes from someone who has not created the audience rapport you have achieved. All people's minds wander from time to time. Humor not only reels them back in but it also reenergises their soul.
"It has always surprised me how little attention philosophers have paid to humor since it is a more significant process of mind than reason. Reason can only sort out perceptions, but the humor process is involved in changing them. " Edward de Bono
The use of humor can divert your audiences attention from negative thoughts or it can counter an argument that is playing in their minds. Humor can also distract your audiences tendency to over-analyze your message. Humor can even win over and disarm your audience. Herbert Gardner said, Once you've got people laughing, they're listening and you can tell them almost anything. Understand that you can have a serious message without having to make the entire presentation serious. People hope and expect to be entertained while they listen. If they are not listening, they are not going to be persuaded. Your audience, be it comprised of one or one hundred individuals, will appreciate a moment to smile or laugh in this serious world they live in.
The actor John Cleese once said, "If I can get you to laugh with me, you like me better, which makes you more open to my ideas. And if I can persuade you to laugh at the particular point I make, by laughing at it you acknowledge its truth." Understanding the value of humor in a persuasive context gives you tremendous leverage. Your task is to not only realize humors profound influence but also to develop the skills necessary to be able to use humor in a powerful and ethical way. As you become more and more skilled at incorporating it into your presentations, you will discover that humor almost always has a place. It doesn't matter if you're talking to an audience of two hundred people or you're having an intimate discussion with your spouse. It matters not if you're seeking to sway the favor of corporate executives or trying to convince your well-meaning but shortsighted teenager. Consider the following uses of humor in everyday situations, for groups or an individual, in formal or informal situations.
Humor During Your Presentation:
* Eases Emotional Pain
* Creates a Positive Environment
* Generates Interest in What You Are Saying
* Helps Your Listeners Sense Your Goodwill
* Increases Participation
Humor Will Help Your Message:
* Reveal Important Truths
* Become More Memorable
* Make Difficult Topics More Accessible
* Bring Needed Entertainment
* Strike an Emotional Chord
Humor Will Help You Do the Following with Your Audience:
* Ease Their Tensions
* Put Them in a Good Mood
* Disarm Them
* Maintain Their Attention
* Enhance Their Receptivity
Humor Will Help You:
- Increase Your Likeability
* Establish Rapport
* Increase Peoples Trust in You
* Enhance Your Image
* Strengthen Your Relationships
* Boost Your Own Confidence
Persuasion FAQs Related Articles
- Base Desires And Persuasion
- Factors Influencing The Impact Of Humor In Persuasion
- Foundational Principles Of Persuasion
- Increasing Persuasion With Humor
- Layers Of Complexity In Life And Persuasion I Am An Onion
- Persuasion Techniques
- Persuasion Through Isolation
- Storytelling - Pure Emotional Persuasion
- Why The Laws Of Persuasion Work