Kaylyn Truelove
Dr. Makamson
MGT 301-06 (10am)
March 31, 2014
The Necessary Art of Persuasion
In this article, the author’s focus is on the idea that in today’s business world people do
not know how to efficiently persuade. People misinterpret persuasion as something devious. If
used correctly, it can help people propel their career goals forward. Effective persuasion consists
of careful preparation, strong supporting evidence (logos), and identifying with your audience
(pathos). Basically, you cannot yell at people to make them do what you want them to do.
People want to know why they have to things. Establish credibility and give them a reason that
appeals them, how it is beneficial for them to do it. Persuasion is newly defined as the language
of business leadership.
Businesspeople utilize logic, persistence, and personal enthusiasm to sell others on their
idea. The article states this method as an ineffective way to persuade. Persuasion takes time to
execute properly. Effective persuasion calls for discovery (learn about your audience and your
position of argument), preparation, and dialogue (happens prior and during negotiating). The best
persuaders incorporate colleagues’ perspectives to derive the optimal solution. Persuaders have
to be open-minded and willing to compromise. Showing your audience that you are flexible and
willing to adjust your ideas, make them more eager and attentive to help with your position.
There are four ways not to persuade. If you start off too strong with an up-front, hard sell,
you sound aggressive and your audience has a target to attack. If you resist compromise, you’re
giving up on your position all together which is the true meaning of surrendering. Presenting
the business world of today.