The leaders who were most successful in overcoming others’ skepticism were those who diagnosed the root of the fundamental disagreement before trying to persuade. They first asked themselves, “What’s driving my detractor’s resistance?”
Laura Huang, Harvard Business School & author; and Ryan Yu
takeaways of note:
3 targeted strategies of persuasion/influence…
The Cognitive Conversation – sound arguments & good presentation (especially useful when dealing with those with no-nonsense attitude and can easily set aside emotions in decision-making process)
The Champion Conversion – invest time in building rapport & understanding perspectives; authenticity is key to allow people to see who you are and to more fully understand your point of view (especially useful with those not easily persuaded through cognitive arguments, or when they harbor a grievance with you)
The Credible Colleague Approach – bring in a colleague who may be better-suited to convince your detractor (especially useful when the detractor’s deeply-held personal beliefs make them fundamentally opposed to your proposal)