Management Channel

We persuade when we achieve that someone believes, wants or does something that we wish. But it is not necessary to confuse persuasion with obedience, since the persons go so far as to be persuaded when for their own thoughts and feelings they go so far as to accept proposals, suggestions or foreign reasonings. To be persuaded is to want really what other wants.

Also in the companies the emotions are contagious

Since the persuasion combines the suggestion with the rational demonstration it is possible to understand it like a rationalized affective reaction, when we manage in the world of the company and want to persuade in some action course, it is indispensable to identify the affective common elements of the groups, since these elements act like beliefs, expression of will or design of action.

In other words, the persuasion goes to the affections and handling emotions which is subordinated to an essential skill in the today management: the emotional intelligence. Today, the most advanced investigations of the modern cognitive psychology, they confirm the hypothesis of which the emotions are priority in the processes of development and human change.

The communication barriers are done of good intentions

A common error is to want to persuade individual and separately to the members of a group that has already developed intense forms of solidarity. These tactics are sometimes lived like attempts of destroying or of dissolving the group and therefore the hostility increases.

A common mistake is use fear, anxiety, punishment or isolation to persuade other. It is known that the persuasion needs calmness, since to induce to new thoughts, to new answers, there is necessary the cerebral harmony that the focalización and the attention facilitates.

The persuasive communication can be learned

Firstly it is necessary to begin for meeting us in what it is named our social communication style, which gather together in four big categories: promoter, control, analytical or facilitating. We come to this knowledge for the perception of the others, they asking a small group to answer to a questionnaire on us, with the guarantees of the anonymity, this way to meet ourselves as they are perceived by the others.

Secondly we must learn to meet other, on the one hand identifying his social style and for other listening to it and observing it. It will allow us to go on to a crucial stage: the creation of a climate of confidence, to create a propitious ambience to the persuasion, projecting reliability, opening, acceptance of other and authenticity. For it we must discover which our strong points are in the skills to create confidence.

Also it is possible to learn other skills, such like handling the well-known resistances that the persons raise in a persuasion relation, knowing how to relieve them and to solve them, to apply the necessary interpersonal flexibility to act of a form adapted to the speaker and to the situation, to learn the stages of the process of persuasion, to know and to put into practice concrete action plans with definite persons.

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