The skills and art of persuasion Insert name of presenter Session objectives • Explore ways to persuade others • Learn and practise models for effective persuasion • Examine ways to use the principles of assertive behaviour to achieve a win:win outcome Learning to say ‘no’ Can I borrow your car…? • You are neighbours • Person A wants to borrow Person B‟s car • Person B does not want to lend their car • Start with Person A “ My car won‟t start - can I borrow yours please?” Saying ‘no’ assertively • Work out the true and strong reason why you want to say „no‟ • Keep using the same reason, and keep your voice tone and emphasis level each time you reply • Remember all of the rules of assertive behaviour – you must still listen, show you understand, say what you think and feel, say exactly what you want to happen - and work out a joint solution Now you try ... • In the same pairs (or trios), pick a practice subject. • Person A - try to borrow the car again, or ask your partner to stay at home and care for a sick child, or ask your boss for next Friday off… or choose your own example • If you are Person B, use the Broken Record technique to say „no‟. Beyond assertion… Effective persuasion Take a look at this… Golden Rules of persuasion • Use open questions to: – involve the other person – search for areas where your offering will benefit them – probe so you & they can understand the full benefits they will receive from your offering. • Present what you have to offer in terms of those benefits And then… Negotiating an acceptable solution Negotiation • An attempt by two people to achieve a mutually acceptable solution i.e. a win:win outcome. – Both sides need to be well prepared, alert and flexible. Try this… Think about how you would negotiate selling something of value (a picture, some furniture) how would you prepare for the face to face discussion? Discuss how you would prepare for this – what are the key points you would work out in advance? How to negotiate • Talk to people who know the other party • Be aware that the other party may have a hidden agenda • Identify and prioritise your own objectives How to negotiate continued….. • Know where and what you are prepared to compromise • Know what your bottom line is • Be flexible – but give way in small bites rather than large chunks What do you need to be good at..? • Planning ahead – preparing your strategy • Defining clear objectives, and knowing when to be flexible about some of them • Exploring the possibilities of a wide range of options • Listening to and questioning the other party • Prioritising your objectives Applying negotiation skills • Your table will be assigned a person to negotiate with • You will be trying to persuade that person to work with your cardiac network • How will you prepare for this discussion? What do you already know, and what do you need to research? Roles for negotiation exercise • • • • • • • • • Consultant Cardiologist Cardiac Surgeon GP Practice Manager Practice Nurse Business Manager for Cardiology Director of Public Health at a PCT CEO of an Acute Trust Medical Director of an Acute Trust Summary • Use the Broken Record technique to say „no‟ assertively • Remember to keep the tone and volume constant, and use all the five steps to assertion! • Effective persuasion is about listening and asking the right questions • Match benefits to identified needs • The key to effective negotiation is preparation Remember……. Even those who appear to be enemies can work well together and achieve a win:win outcome!
Pages to are hidden for
"Art of Persuasion"Please download to view full document