One of my top passions and area of study is the brain, behavior, and psychology of people. I find this area of research aboslutely fascinating because it gets down to the core of why people behave and act as they do. Furthering this, I apply this knowledge to business, concentrating on the service industries. Why? The service industry is based on relationships and that is based on people. In other words, in the service industry, business is people.
How Many Methods of Persuasion Do You Know?
I recently read an article from CNN Money about persuasion. Fisher interviews persuasion expert Kurt Mortensen, who has just released his latest book, Persuasion IQ: The 10 Skills You Need to Get Exactly What You Want. The idea of being able to persuade someone into doing or agreeing with you is something that everyone wants. Business people especially, as that will determine how their company performs.
Here is an excerpt from the article. Anne Fisher, senior writer of Fortune Magizine asks, “What was the most striking thing you learned?”
It turns out that there are more than 100 methods of getting someone else to trust you and agree with you, but most of us only use the same three or four techniques we learned when we were children. These include whining until you get your way; or bullying, especially if you’re a boss; or bribery, which is saying, “I’ll do that for you if you do this for me.” In the grown-up business world, those methods are often not very useful. Most people really need to learn some new techniques. Using the techniques we learned as kids may get us short-term compliance, but why settle for that when you could have long-term influence?
My Thoughts
This article really caught my attention. I have been researching negotiation and psychology, and this article created that bridge that I was having to build on my own. I have know about persuasion, but have not seen any books written about it. While I have not read the latest book by Mortensen, it will definitely be added to my list.
Resources
Find out more about Kurt Mortensen by visiting his website, Persuasion Institute. If you choose to read the article, you can take a quiz to see just how persuasive you are.
How Persuasive Are You? – An article from CNN Money
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