The Importance of Effective Persuasion
On 30 October 2010, I wrote about the importance of Successful Framing, and introduced the reader to Rested Edge Advisory's 6 S Framework to Successful Framing.
Today, I will write about the importance of Effective Persuasion.
While Successful Framing is extremely important for the success of the Leader (and his Team) at critical discussions, presentations, and meetings (usually at pre-planned events & occasions) to effectively get his points across and his recommendations endorsed & worked upon; Effective Persuasion is extremely important for almost all other settings and scenarios in the Leader's Work, Life, Play & Passions. Effective Persuasion is certainly a Life & Leadership skill worth cultivating.
What is Effective Persuasion? What are its component parts? How can a Leader nurture & grow his ability to inform, enthuse, persuade & move people to action?
In my mind, there are 5 areas to think about regarding Effective Persuasion. A very simple Star Framework for Effective Persuasion (based on these 5 areas) is what I use to teach & grow my client leaders in the Craft of Rhetoric --- namely Successful Framing + Effective Persuasion.
The first thing to think about for Effective Persuasion is to clearly differentiate Power & Influence. Think about this statement: "All Influential Leaders have Power, but not all Powerful Leaders have Influence." Power & Influence are not synonymous, and it is a common & major mistake to think of them as such. A Leader with a high corporate grade in the company (signifying high Position Power) may be out-persuaded & out-influenced by a more junior colleague (with less Position Power). It is good to have Power & Influence --- many-a-time they help a Leader in many things, especially in Leadership activities like Successful Framing & Effective Persuasion --- the caveat is that both Power & Influence must be responsibly wielded, and with strong doses of Empathy, Responsibility & Excellence.
Other than Power & Influence, the next thing to think about in Effective Persuasion is Eloquence. Sometimes in the debate on Language Education & Learning in our schools today, I wonder if we "miss the forest for the trees". Why I say this is that in the most developed, prosperous & flourishing of times in Human Civilization, the primary reason for Language, Linguistics, and Philosophical Education & Excellence has always been in the name of Eloquence, Rhetoric & Persuasion. Language is seen as a means to an end, not just for Economic ends but also for the overall objectives of Society & State... ... to ably equip & enable the individual to elegantly & effectively engage in all aspects of Craft of State, Art of Society & Science of Economy... bringing his fellow citizens along --- smoothly and suavely --- by winning them over --- in mind and to action --- with Eloquence, Rhetoric & Persuasion.
Albert Einstein once said "Everything should be made as simple as possible, but not simpler." How correct he is. I call this aspect of Effective Persuasion the "Simplicity. Mastery. Impact." aspect. Only a true master is able to use words simply & sparingly, to convey in clear, concise terms, a complicated, complex thought. Think about this Einstein statement made in his later years, and the volumes it speaks: "Politics is harder than Physics". For a more layman-like example, how about a Leader who introduces his 2 children by saying: "My elder son is a closed suitcase, and my younger son, an open book". The best Leaders in the world are able to share, discuss & present their messages with Simplicity, Mastery & Impact. They help their constituents & stakeholders make sense of the world and the situation around them by de-constructing & de-cluttering complexity such that the final message is delivered simply, demonstrating mastery, and in the process, achieving in full its intended impact.
Ideally Effective Persuasion as we have demonstrated above, requires a potent combination of Power, Influence, Eloquence & "Simplicity. Mastery. Impact.". All things being equal, what else will further differentiate Leader & Leader?
The final aspect of Effective Persuasion is Psychological Capital. Surely a Leader with higher Psychological Capital (defined as Hope + Optimism + Resilience + Self-Efficacy) will do better in effectively persuading his constituents & stakeholders? Which is precisely why Schools, Companies, Leadership Development Programs, Succession Management Programs, Talent Development Programs, Communities, Cities & Countries need to nurture citizens and develop Leaders with greater Psychological Capital, catalyzed & characterized by a deep awareness of (i) Self, (ii) Success --- what it comprises & what should it look like?, (iii) One's Interests, Talents & Passions, (iv) One's Personal Path to Excellence, and finally (v) One's Personal Leadership Brand. These 5 items, taken collectively, will aid One's Psychological Capital which in turn will aid One's ability to effectively persuade.
How effective are you as a Leader in the Craft of Rhetoric? Are you more often than not, successful in Framing & effective in Persuasion? For Successful Framing, are you able to within a minute or less per area, frame the 6 areas of (i) Situation, (ii) Solution, (iii) what does Success look like?, (iv) who are the key Stakeholders, (v) what are the key Steps, and (vi) what is the Strategy for smooth implementation? For Effective Persuasion, are you conversant with the concepts of (i) Power, (ii) Influence, (iii) Eloquence, (iv) "Simplicity. Mastery. Impact.", and lastly, (v) Psychological Capital? Where do you currently stand in terms of these 5 very important aspects of Effective Persuasion? Which areas do you need to immediately get better? What can you do today, next month, next year, to be a better Leader?
