The real objective of influence is gaining cooperation.
We all want a reason to cooperate. That's just, well, reasonable.
Consider this sequence when you seek cooperation:
1. State Your Intentions Up Front
It's easier for people to listen when they know what you'll be asking for. They have context for what follows and a little "box" into which to filter the discussion. And they're not concerned about anything hidden.
2. Explain Your Reasons. Why? Because.
When you connect your request with a reason why, you increase your chances for a "Yes". In fact, in an experiment conducted with people in line at a photocopy machine, the simple act of saying, "I need to get in front of you because I am in a hurry" gained the cooperation of a significant number of people. Other "because" statements had a similar effect.
Make "because" an important part of every request. Because it is.
3. Emphasize in clear words what you want to happen.
The mind abhors a vacuum. Fuzzy concepts or indirectness forces people to create--and connect--their own dots.
Be smart. Use specific language that leaves no doubt about the action desired.
The real objective of influence is gaining cooperation.
We all want a reason to cooperate. That's just, well, reasonable.
Consider this sequence when you seek cooperation:
It's easier for people to listen when they know what you'll be asking for. They have context for what follows and a little "box" into which to filter the discussion. And they're not concerned about anything hidden.
2. Explain Your Reasons. Why? Because.
When you connect your request with a reason why, you increase your chances for a "Yes". In fact, in an experiment conducted with people in line at a photocopy machine, the simple act of saying, "I need to get in front of you because I am in a hurry" gained the cooperation of a significant number of people. Other "because" statements had a similar effect.
Make "because" an important part of every request. Because it is.
3. Emphasize in clear words what you want to happen.
The mind abhors a vacuum. Fuzzy concepts or indirectness forces people to create--and connect--their own dots.
Be smart. Use specific language that leaves no doubt about the action desired.