Persuading Difficult PeopleKU Edwards - Professional EdgeKerry Benson – Lecturer, KU William Allen White School of Journalism and Mass Communications
Difficult PeopleWhose face do you picture?
“Wear good shoes and run like hell.”
Three Cs of D
Those driven by conceit
Those driven by competition
Those driven by control
Three keys to persuasion
Self-interestSimplicity
Choice
Take credit, grandstand, monopolizeCan’t feel empathy, feel entitled, devalue others…
Self-interest is key to persuasionProvide positive recognition
Identify their investment
Personalize all communication
Mimic their communication
I will argue. And argue. Just for the sake of arguing. Because it’s a game. A game I must win.
Simplicity is key to persuasionKeep communication focused
Lose the biz jargon
Consider loss aversion
Establish credibility
Perfectionists, micromanagersWhat about those who control by saying yes when they mean no?
What about those who are deceptive and slippery when confronted?
Choice is key to persuasionShow you are good enough
Provide choice comparison
Use Ws to provoke thought
“Wear good shoes and run like hell.”