The Trick to Persuasion 2

 

We continue with the important topic of persuasion, giving you more and better ways to use the "persuasion tool.".

Here's a situation for you and a question:

You have to ask one of your team leads for an updated work schedule after a requirement was adjusted. Because of the decision meeting schedule, you need the update more quickly than will be comfortable for the team lead. You recall that the same team lead has rejected your requests the last couple of times. So should you expect better treatment this time or the same treatment as last time?

It's better to know in advance so that you can customize your approach. You don't want to take the wrong tone or say something that will make getting the information in a timely fashion less likely.

Use Previous Rejection to Your Advantage

Research was actually done related to this and the verdict is: Someone who has rejected you previously is more likely to grant your request. Perhaps it is because they are guilty from turning you down the first time. Doesn't really matter to you, actually. Make your request confidently, even if you have been rejected multiple times before, because the odds are in your favor.

Remind Target of Their Control

Unfortunately for us project managers, like the situation above, we are often in the situation where we can request that a task be done, but the individual we are requesting from does not have to grant our exact  request. Maybe they will grant the request eventually, but later than we need. Maybe they meet our timeline for providing information, but the quality of the information does not meet what we really need. We need all the persuasion tactics we can master to drive work to completion.

Ironically, you can be better off if you remind your target of their control when you frame your request. As part of your initial request, not later, you affirm the target's control in the situation by saying something like:

• "You are certainly free to ignore this message. "  or
• "I realize you do not have to do this..."  or
• "Of course, you are not bound by the deadline mentioned."

There was a study done to confirm this was true looking across 42 separate previous studies. The tactic worked in most contexts, so definitely try it out when you make one of your more difficult requests.

Express Confidence in Worker Ability to Complete

If you are trying to persuade one or more people to complete a task, not necessarily make a decision, two points are important to get across:  your confidence that they can do it and that you are there to support the effort.

Assuming that you have defined what you want, a key motivator is that you have confidence that the worker or team can do the work. Say it clearly using words you are comfortable with. This statement reduces an unspoken concern over potential problems or failure that will result in negative consequences for those completing the task. This concern is always present, and more pronounced in certain environments, some of which you may have worked in. With this tactic, you can be the positive force that helps teams complete tasks in any environment.

For more on persuasion, check out where Christina DesMarais interviewed Clinical Psychologist Jeptha Tausig-Edwards.

What are tactics you use to persuade in difficult circumstances?