by clicking the arrows at the side of the page, or by using the toolbar.
by clicking anywhere on the page.
by dragging the page around when zoomed in.
by clicking anywhere on the page when zoomed in.
web sites or send emails by clicking on hyperlinks.
Email this page to a friend
Search this issue
Index - jump to page or section
Archive - view past issues
Project Manager : Project Manager Feb Mar 2013
www.aipm.com.au Project Manager 31 CAREER CENTRE How to influence decision makers Knowing how to persuade different personality types and to incorporate classical persuasion tools can make you more effective. ALEXANDRA CAIN GREAT INFLUENCING AND PERSUASION skills are an essential part of every good project manager's toolkit. Project managers need to negotiate with the project sponsor, suppliers, contractors and the project team. So, what is in uencing? How can we wield it appropriately, and what are the best ways to persuade all the di erent personality types involved in a project? In uencing others is about using interpersonal skills to cause another person to act as you want. "Persuasion and in uence are about getting others to change their behaviour, beliefs or actions," explains Simon Kelland, Chairman of Streamwise Lear ning, a specialist executive education and organisational development consulting rm. " e key to doing this is introducing new information to individuals to cause this change. If you're not introducing new information, you are unlikely to be able to shift perceptions." e other element to successfully in uencing other people is delivering the infor mation in a meaningful way. is, says Kelland, comes dow n to the interpersonal skills of the individual doing the persuading. "People hear messages di erently, so you need to communicate with the other party's communication preferences in mind." Another dimension Kelland identi es four di erent communication dimensions into which individuals fall. Promoters are the rst type, who can be characterised as both socially dominant and e xpressive of emotion. To successfully communicate with these people, you need to wow them and communicate that doing what you want them to do will make them look good. e second category is analytical people, who are socially passive and who don't express emotion. e best way to persuade these people is to use data and facts. "[Analytical people] ( PERSUASION AND INFLUENCE ARE ABOUT GETTING OTHERS TO CHANGE THEIR BEHAVIOUR, BELIEFS OR ACTIONS 1BENJAMIN FRANKLIN, one of the Committee of Five that drafted the Declaration of Independence, is one of the most famous of the 'founding fathers' of the US. But he is perhaps most famous for quips that have been attributed to him, such as "By failing to prepare you are preparing to fail" and "Honesty is the best policy". "Rhetorical 'figures' are names given to structures of language that have been noted to have a pleasing and persuading effect on audiences," explains Dr Benjamin Miller, who teaches writing and rhetoric in the University of Sydney's Writing Hub. "Franklin's failure quote uses the rhetorical figure of 'chiasmus', where words are paired in a contrasting pattern. Another example of this is 'Ask not what your country can do for you, but what you can do for your country'." FOLLOW THE LEADER History books are littered with great persuaders, and the success of each can be linked to his or her use of rhetorical devices. Channelling the best orators is the first step in becoming a master persuader.
Project Manager Dec Jan 2013
Project Manager Apr May 2013