Make a Winning · 2018. 8. 29. · WEBINAR Make a Winning Business Case Scott L. Mitchell Chair,...
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WEBINAR Make a Winning Business Case Scott L. Mitchell Chair, OCEG & Project: Risk Leader Karl Kimball Executive Advisor, TEKsystems Former SVP, Bank of America WEBINAR The Art and Science of Ethical Persuasion Scott L. Mitchell Chair, OCEG & Project: Risk Leader
Transcript of Make a Winning · 2018. 8. 29. · WEBINAR Make a Winning Business Case Scott L. Mitchell Chair,...
WEBINAR
Make a Winning Business Case
Scott L. MitchellChair, OCEG & Project: Risk Leader
Karl KimballExecutive Advisor, TEKsystems
Former SVP, Bank of America
WEBINAR
The Art and Science of Ethical Persuasion
Scott L. MitchellChair, OCEG & Project: Risk Leader
Objectives
• Understand the timeless principles of persuasion.
• Understand and overcome the unethical traps that too many people fall into when using these principles.
• Apply these principles to risk-based work.
WARNING!
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STOP AND THINK
?MYSTERY
?
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Introduction
You may ask a question at any time by clicking “Ask a Question”
We will either answer during the live stream or after the session (we look at every single one of these).
If slides (or any other documents) are available, you may get them by clicking “Download slides”
Let’s Begin!START
WHY PERSUADE?
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Persuasion skills exert a far greater influence over others’ behaviors than formal power structure do.
Robert Cialdini (“Godzilla” of Persuasion)
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3-Legged Stool of Being Persuaded
LogicEconomics
Context
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Our “Typical” Skillset
LogicEconomics
Context
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The Reality (based on science)
Logic
Economics
Context
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5 Parts of Persuasion
FRAME CONTEXT
MAKE IT STICK
FORGERELATIONSHIPS
OVERCOMEUNCERTAINTY
DRIVEACTION
FORGE RELATIONSHIPS
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FORGE RELATIONSHIPS
OVERCOME UNCERTAINTY
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UK Tax Study
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UK Tax Study
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UK Tax Study
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OVERCOME UNCERTAINTY
DRIVE ACTION
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DRIVE ACTION
MAKE IT STICK
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Imagery
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Repetition
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Repetition
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Repetition
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Hyperbole
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MAKE IT STICK
FRAME CONTEXT
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Attention
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Association
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Visual Focus
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Fear
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Romance
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Environment
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Power of We
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FRAME CONTEXT
?MYSTERY
?
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5 Parts of Persuasion
FRAME CONTEXT
MAKE IT STICK
FORGERELATIONSHIPS
OVERCOMEUNCERTAINTY
DRIVEACTION
WEBINAR
Make a Winning Business Case
Scott L. MitchellChair, OCEG & Project: Risk Leader
Karl KimballExecutive Advisor, TEKsystems
Former SVP, Bank of America
WEBINAR
The Art and Science of Ethical Persuasion
Scott L. MitchellChair, OCEG & Project: Risk Leader
