Rational persuasion is a simple tactic. It combines the request of the pressure approach with logical arguments supporting the request . With the rational persuasion tactic, leaders use logical arguments and factual evidence to show that a request is feasible and relevant to reaching important objectives.
What is rational persuasion example?
A great example of this is a doctor . They are an expert in what they do (or at least we hope they are), and when they tell us we have to lose weight or have to quit smoking, they are doing it from a rational, expert position.
Why is rational persuasion effective?
Rational Persuasion: An Effective Tool for Turning Your Ideas into Our Ideas . ... [1] During the process, you give your teammates good reasons to make your idea their idea. The more effectively you can do this, the less likely they’ll fight you.
What does rational persuasion mean?
Rational persuasion includes using facts, data, and logical arguments to try to convince others that your point of view is the best alternative . This is the most commonly applied influence tactic.
What is the effective use of influence tactics?
The most frequently used tactics are using weak rationales, pressure and/or praise and flattery to influence others. However, the most effective tactic — using value and vision to inspire others to gain commitment —is the least frequently used influence method.
Does rational persuasion work?
Rational Persuasion: An Effective Tool for Turning Your Ideas into Our Ideas . “Persuasion is often more effective than force.” – Aesop, ancient Greek writer. ... As a debate tactic, rational persuasion typically makes the most sense and often works best.
What are hard tactics?
Hard tactics include “exchange ,” “legitimating,” “pressure,” “assertiveness,” “upward appeal” and “coalitions.” These behaviors are perceived as more forceful and push the person to comply. ... Soft tactics include “personal appeal,” “consultation,” “inspirational appeal,” “ingratiation” and “rational persuasion.”
How can I be emotionally persuasive?
While stats and facts can be valuable, emotions are more persuasive in our irrational minds. Once you make someone feel something through trigger words or storytelling, you can connect with them. Once you connect with someone, you can more easily persuade them to take the action you want them to.
What are the Nine influencing tactics?
The 9 influence tactics are legitimacy, rational persuasion, inspirational appeals, consultation, exchange, personal appeals, ingratiation, pressure and coalitions .
Are influence tactics ethical?
Influence tactics are often viewed from an ethical perspective . Some tactics are clearly ethical, but others are clearly unethical. ... A study of influence tactics concluded that the most effective were rational persuasion, inspirational appeal, and consultation.
What are some examples of influence tactics?
- Pressure. ...
- Assertiveness. ...
- Legitimating. ...
- Coalition. ...
- Exchange. ...
- Upward appeal. ...
- Ingratiating. ...
- Rational persuasion.
What are the three influence strategies?
We’ve found that influencing tactics fall into 3 categories: logical, emotional, or cooperative appeals .
What is the most frequently used influence strategy?
Rational persuasion is the most frequently used influence tactic, although it is frequently met with resistance. Inspirational appeals result in commitment 90% of the time, but the tactic is utilized only 2% of the time.
How do you influence outcomes?
- Talk it up. Focus on the positive and talk about your expectations before getting started. ...
- Get others involved. If other respected people are also sharing their expectations of a good experience, it helps set the stage for a positive outcome. ...
- Dress it up.
Who created the rational model of persuasion?
Andrea Reynolds developed the Persuasion Tools Model (see figure 1 below). She first published it in the 2003 book “Emotional Intelligence and Negotiation,” and again in the 2008 book “The Purchasing Models Handbook.” The model is based on work by the psychologist Kenneth Berrien.
What are the 6 principles of influence?
- Reciprocity;
- Commitment/consistency;
- Social proof;
- Authority;
- Liking;
- Scarcity.
