Influence Flashcards
How context affects influence? 3/3
Scarcity
Authority
Social proof
What we are looking for in new person or at interview? 2/2
Confidence
Compassion = warmth
How to disclose unanticipated event?
Do not “explain” what happened until the investigation is complete.
Talk to the patient (never alone) immediately during aftermath of an event
If you need to move the conversation in a new direction…?
always ask permission and give the other person the freedom to decline.
How to use “reversals” to keep conversation going without questioning
How so? I didn’t see that coming.
Really? Tell me more… If you’re comfortable.
Curious, how did that make you feel?
Why is that? If you don’t mind me asking.
And? Don’t stop now. I need to hear the rest.
That makes sense. What else?
What persuades more than words?
Demonstration: f.e. interest in a person
Turn off phone, tell assistant not to interrupt, fresh note pad - “he treats me like dignitary”
Sharp movements, good posture, and smiles show sincere desire and anticipation about what they have to say.
To make someone believe they’re capable of achieving more than they believe, you must do the hard work of discovery first.
When trying to convince - what is more important confidence or connection by Neal Katyal?
Connection !
In fact, confidence undermines persuasiveness, he says.
“Persuasion is about empathy, about getting into people’s heads.”
How to use emotions to convince somebody?
Displays of emotion fail,” he says. “It’s kind of like writing an email in all bold and all caps.
It may work with close friends and family members who love you, but it won’t work with most others.
Set up the trap for the other side. Be calm, trick them to be emotional….from Neal Katyal’s Supreme Court cases..
How can you lose an argument by Neal Katyal- fmr US Solicitor General
The only way you can truly lose an argument is by giving up.
