“The Necessary Art of Persuasion”
Milan Wrobel
BA-200
Prof. Bill Kohler
24 January 2014
Two Ways How to Establish Creadibility
In the article “The Necessary Art of Persuasion” by Jay A. Conger, published by Harvard Business Press, the author points out that effective persuasion includes four essential steps: establishing credibility, framing one’s goals on a common ground, reinforcing one’s position, and connecting emotionally with an audience. The most important step in effective persuasion is the ability to establish credibility. When an audience allows themselves to be persuaded by someone, they are willing to commit time and resources to that person’s ideas. The audience needs to feel that the speaker is worth their trust and work effort. Effective persuasion also leads to effective leadership. There are two different ways to gain credibility, the first is by expertise and the second is by relationships. People are interested about high levels of expertise. They want to know as much detailed information about new product ideas as they can. If someone has the ability to provide well written detailed expertise then they are going to satisfy people’s needs and, automatically establish high credibility. In order to establish credibility managers have to demonstrate it to people. They can do this by building up relationship with others. Managers can gain trust over time by listening and showing their best interests in others. Managers also show strong emotional integrity within groups. Having strong relationships with others depicts managers as honest, steady, and reliable people. It shows that they have a certain edge or competitive advantage when trying to be persuasive with others.
Credibility is the cornerstone of effective persuasion; with greater credibility comes greater influence. Influence and persuasion are key factors to effective leadership. Having expertise and creating strong relationships with others are great tools to use to establish credibility.
BA-200
Prof. Bill Kohler
24 January 2014
Two Ways How to Establish Creadibility
In the article “The Necessary Art of Persuasion” by Jay A. Conger, published by Harvard Business Press, the author points out that effective persuasion includes four essential steps: establishing credibility, framing one’s goals on a common ground, reinforcing one’s position, and connecting emotionally with an audience. The most important step in effective persuasion is the ability to establish credibility. When an audience allows themselves to be persuaded by someone, they are willing to commit time and resources to that person’s ideas. The audience needs to feel that the speaker is worth their trust and work effort. Effective persuasion also leads to effective leadership. There are two different ways to gain credibility, the first is by expertise and the second is by relationships. People are interested about high levels of expertise. They want to know as much detailed information about new product ideas as they can. If someone has the ability to provide well written detailed expertise then they are going to satisfy people’s needs and, automatically establish high credibility. In order to establish credibility managers have to demonstrate it to people. They can do this by building up relationship with others. Managers can gain trust over time by listening and showing their best interests in others. Managers also show strong emotional integrity within groups. Having strong relationships with others depicts managers as honest, steady, and reliable people. It shows that they have a certain edge or competitive advantage when trying to be persuasive with others.
Credibility is the cornerstone of effective persuasion; with greater credibility comes greater influence. Influence and persuasion are key factors to effective leadership. Having expertise and creating strong relationships with others are great tools to use to establish credibility.