1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM...
-
Upload
lindsey-powers -
Category
Documents
-
view
224 -
download
0
description
Transcript of 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM...
![Page 1: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/1.jpg)
1
Persuasion and Influence:
Necessary Skills for Business Analysts
Jeanette Bordelon MBA, PMP, CTMBordelon Consulting, [email protected]
IIBA-MN April 2010
![Page 2: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/2.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 2
Persuasion Persuasion – what exactly is it? Hierarchy of Persuasion 12 Laws of Power Persuasion 5 “C’s” of Trust The 3+ “R’s” of Resistance
![Page 3: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/3.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 3
Persuasion – What is it?
Negotiation
Compromise
Motivation
PowerCoercion Influence
![Page 4: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/4.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 4
Persuasion - Definition
The process of changing or reforming attitudes, beliefs, opinions or behaviors toward a
predetermined outcome through voluntary compliance
![Page 5: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/5.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 5
Five P’s of Success Psyche Persistence Personal Development Passion Persuasion
![Page 6: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/6.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 6
Persuasion
Influence others with integrity
Dark Side
Bright Side
![Page 7: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/7.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 7
Persuasion
Effective persuaders:1. Use adaptation and make a lasting
impact.2. Recognize two paths to persuasion:
Conscious and Sub-conscious.
3. Understand that we are persuaded by reason and moved by emotion.
![Page 8: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/8.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 8
Hierarchy of Persuasion®
Long Term Benefit
Short Term Benefit
CommitmentCooperation
Compliance
Coercion
Control
![Page 9: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/9.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 9
Value of Persuasion
Basic “rut” syndrome
![Page 10: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/10.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 10
Value of Persuasion
Opportunity for change: Forced or Self-Initiated
![Page 11: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/11.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 11
Value of PersuasionExternal or Internal?
![Page 12: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/12.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 12
Value of PersuasionPositive Impact to life-time project value,
business and personal success
![Page 13: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/13.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 13
12 Laws of Persuasion Dissonance Obligation Connectivity Social Validation Scarcity Verbal Packaging
Contrast Expectations Involvement Esteem Association Balance
![Page 14: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/14.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 14
12 Laws of Persuasion
#1 - Dissonance (Internal pressure)
• Denial• Reframing• Modification• Ignore
![Page 15: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/15.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 15
12 Laws of Persuasion
#2 - Obligation (How to get anyone to do a favor for you)
• Gifts• Favors• Secrets & Intimacy
![Page 16: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/16.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 16
12 Laws of Persuasion
#3 - Connectivity (Contagious cooperation)
• Halo effect• Smile, use humor• Sincere Interest in others
(ask questions)• Body Language (55/38/7)• Mirror/Matching
![Page 17: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/17.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 17
12 Laws of Persuasion#3 - Connectivity
(Contagious cooperation-Halo Effect)
• Grounded• Relaxed• Alert/Aware• Connected• Energetic
![Page 18: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/18.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 18
12 Laws of Persuasion
#4 – Social Validation (The art of social pressure)
• Group setting• Trusted source(s)
![Page 19: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/19.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 19
12 Laws of Persuasion
#5 – Scarcity (Get anyone to take immediate action)
• Limited time• Limited exposure• Limited offering
![Page 20: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/20.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 20
12 Laws of Persuasion
#6 – Verbal Packaging (The Leverage of Language)
• Positive• Use stories to paint a vivid picture• Emotion packed words• Value of silence
![Page 21: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/21.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 21
12 Laws of Persuasion
#6 – Verbal Packaging (The Leverage of Language)
BUT AND
IF WHEN
PROBLEM OPPORTUNITY
![Page 22: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/22.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 22
12 Laws of Persuasion
#7 – Contrast (How to create extra value)
• Alternative recommendations
![Page 23: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/23.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 23
12 Laws of Persuasion
#8 – Expectations (The impact of suggestion)
• Self-fulfilling prophecy• Parkinson’s Law – work expands to
fill the time available
![Page 24: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/24.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 24
12 Laws of Persuasion
#9 – Involvement (Create and awaken curiosity)
• Increase participation• Ask for advice• Use “yes” questions• Direct conversation through
questions
![Page 25: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/25.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 25
12 Laws of Persuasion
#10 – Esteem (How sincere praise releases energy)
• Build up team• Give credit where due• Criticize in private• Ask for opinions
![Page 26: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/26.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 26
12 Laws of Persuasion
#11 – Association (Create the climate)
• Branding-Bonding• Use senses• Respected sponsor
![Page 27: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/27.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 27
12 Laws of Persuasion
#12 – Balance (Logical Mind versus Emotional Heart)
• Specific• Examples• Emotional stories
![Page 28: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/28.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 28
12 Laws of Persuasion Dissonance Obligation Connectivity Social Validation Scarcity Verbal Packaging
Contrast Expectations Involvement Esteem Association Balance
![Page 29: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/29.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 29
What People Want
SEX
![Page 30: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/30.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 30
What People Want
SEX
ecurityssentials-tras
![Page 31: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/31.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 31
“Become a Magnet” The 5 “Cs” of Trust
Credible Confident Congruent Character Competent
Rate Yourself!
![Page 32: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/32.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 32
The 3+ “Rs” of Resistance
Reason Resources Representative Lack of self-confidence
![Page 33: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/33.jpg)
It’s Your Choice!
IIBA-MN April 2010 www.ThePersuasivePM.com 33
Event
Decision
Action Interpretation
ObservationOutcome
![Page 34: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/34.jpg)
It’s Your Choice!
IIBA-MN April 2010 www.ThePersuasivePM.com 34
Event
Decision
Action Interpretation
ObservationOutcome
Take Control!
![Page 35: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/35.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 35
“A positive mental attitude is an irresistible force that knows no such thing as an immovable body.” (Napoleon Hill)
“What you believe, you will achieve. If you are not achieving what you want, perhaps your internal beliefs are leading you to believe something else.” (Jeanette Bordelon)
![Page 36: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/36.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 36
Chapter Meeting Specials!
360° Leadership Assessment 2-day Leadership and Persuasion
Seminar – Minneapolis, May 7-8, 2009 (Friday-Saturday session)
![Page 37: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/37.jpg)
IIBA-MN April 2010 www.ThePersuasivePM.com 37
“The state of your life is nothing more than a reflection of your state of mind.” (Dr. Wayne W Dyer)
“Don’t wait. The time will never be just right.” (Napoleon Hill)
![Page 38: 1 Persuasion and Influence: Necessary Skills for Business Analysts Jeanette Bordelon MBA, PMP, CTM Bordelon Consulting, Inc.](https://reader036.fdocuments.net/reader036/viewer/2022062401/5a4d1ad07f8b9ab059971058/html5/thumbnails/38.jpg)
38
The Persuasive PMPresentations, Seminars, Workshops
Jeanette Bordelon, MBA, PMP, CTMBordelon Consulting, Inc.(773) [email protected]
Questions