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our decisions even at work. In any persuasive transaction, stir in all three ingredients: logic, emotion, character. |
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Tip 263: Identify the appropriate emotion of the moment. |
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Which emotions do you need to tickle most frequently in the workplace? Anger, pride, envy, love, peace, comfort, belonging, surprisethe same ones felt whenever humans come together. |
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The idea of rewarding an employee with a gold watch for 25 years of service has this principle as its foundation. The ceremony surrounding the presentation elicits the emotion of high school or college graduation, a scouting award, or a junior achievement badge. It's the symbol and the emotion of the thing that counts. |
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When you want to persuade a manager to keep you in the job, appeal to the feelings of rejection encountered by that person when he or she was kicked off the starting line-up for one lousy foul. When you want to persuade parents to buy a bicycle, remind them of the day their grandfather taught them to ride and the thrill of independence riding to the store for bread. When you want to persuade a CEO to spend extra money on a glitzy annual report, remind him or her of the pride in bringing home a straight-A report card. |
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Even in business situations, specific, identifiable emotions may carry as much or more weight than logic. Decide which emotional appeal to make depending on your task and your decision maker. |
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Tip 264: Talk about rewards and incentives to those people who think in terms of payoffs. |
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Some people wake up every morning looking for ways to make their life better: how to save time, how to save money, how to move ahead in their careers, how to be better managers, how to get their coworkers to like them, how to win the lottery, how to complete a crossword puzzle. If these people are the group you have to win over, highlight the personal and corporate benefits of acting on your ideas. |
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Tip 265: Talk about facts and statistics to those who think analytically. |
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These people don't buy cereal without figuring out the cost per ounce. Even if they are persuaded by emotion, they'll ask for the supporting evi- |
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