The Trick to Persuasion

 

When was the last time you had to be persuasive? Maybe it was to convince someone to start  something right away. Maye it was to overcome resistance to doing something at all. Whatever the case, it was a time when you had to use a "tool" project managers need: The ability to persuade.

I'll also wager that you used a tactic to persuade that you are comfortable with, maybe even out of habit, without considering whether it was the most effective method. You may have used a tactic that is common in your workplace. We mimic what we see in the workplace. We may even use a persuasion technique that would work on us.

The problem is that none of these reasons for choosing a method of persuasion are good. They do not guarantee that the most effective method is chose. If persuasion is an important project management tool, then care must be taken how it is used.

Researchers actually do studies to determine what techniques are effective. You should pay attention to what has been learned to make yourself a better project manager, able to get work done through others.   Today's post is the start of a series called "Friendly Persuasion" that will cover many aspects of persuasion relevant to project managers. It's actually a broad topic!

Recently in Inc.com, Christina DesMarais talked to Clinical Psychologist Jeptha Tausig-Edwards about what research has shown actually works when persuading others. There are particular points that apply to project managers.

Don't Bury the Headline In Your Request

This was in a topic in a previous post in this blog. When you are in a conversation where you are going to make your request, state request first. This generally increases your chance of being accepted.

This tactic can be applied to stakeholder interactions, where, for example, you need the individual's approval or you need to use the individual's resources for a period of time to keep your project on track.

• Get your pitch ready in advance of the conversation. Start with an effective concise request that includes a benefit or avoidance of a problem.
• Be ready with bullet points for the rationale.

This tactic works because studies found the reality is that those who you target with your request have other things on their mind or may simply be worn out. They appreciate you getting to the point.

Be Beneficial

In your pitch, be specific as to benefits of the made of your target. For example, you can say:

• "I'm requesting that you approve a change request that will add one month to the schedule due to resources being temporarily assigned to other work. The advantage for you is that this will allow us to be able to keep system function you desired rather than putting it at risk."

Have a Back-up Plan

OK, so even if you have a good pitch, you may get rejected. Don't take "No" for an answer all the time, though. Be ready with a particular response tactic that may keep your options open so that you are not dead in the water.

Researchers have determined that the words you use in your reaction to "No" are critical to success. You have to use the alternative option format as shown in these examples:

• If the sponsor cannot give you a decision by the deadline you have in mind, respond with "OK, can you get to it to me by Friday next week?"
• If a stakeholder cannot release resources to your project as planned, respond with an option you have previously found to be the next best thing: "I understand the problem. So will you approve our project using contractors instead of your resources?"

The reason is to keep the individual from responding based on their preference and get them to respond based on their character. The work has to get done, you are asking your target decision-maker to help you with how the work is going to get done. 

As you can see, when you know what works, you can prepare for the interaction. You can even grab success from the jaws of failure. Perhaps more importantly, the tactic may be different in tone and content than a less effective method that you would have used without knowledge of research.

This topic is so important that I'll post additional proven tactics this month (and in the future) to start you off in the new year with better interaction skills.

Until then…Where have you had to apply your powers of persuasion? How did it go? Have you experienced bad attempts at persuading you?