Persuasive Communication in a Global Workplace

Persuasive Communication in a Global Workplace

The Types of Persuasive Strategies

• The Brutal Strategy
• The Rational Strategy
• The Rational or Emotinal Strategy
• The Mindful Strategy

The Brutal Strategy

Choosing brutal strategy (Covino and Jolliffe, Woods) is appropriate when the following conditions apply:

CREATED BY

You are not offering the target audience a choice, yet you want to convince

The needs of your target audience audience are less important than the outcome you are presenting

Your target audience has a history of being resistant or closed to your ideas

You need to make the presentation in a one-on-one setting to avoid publicly embarrassing or undermining your target audience

RIRIN TRIANA

LISDA MARCELLA

IRVANO THAHA

FATHIR AN FARIZ

All other forms of negotiation and persuasion

have failed

Your ability to persuade your target audience lies more with your position of organizational authority than with your personal credibility

Your main goal is compliance, in the form of agreement with your position or proposal

Concierge Persuasion

The Rational Strategy

Persuasion and Organizational Crisis

Choosing a rational (Covino and Jolliffe) strategy is appropriate when the following conditions apply :

Your target audience is somewhat

open to your ideas

You want to lead your target audience to consensus by presenting alternatives and then ultimately the best alternative

To succeed in business, we need to adopt an attittude of “concierge” persuasion. Concierge persuasion is a persuasion “of discrete problem-solving and assiduous service”

Your main goal is consensus for your

position or proposal

Your ability to persuade your target audience relies on both your knowledge of the subject or product and your personal credibility

An organizational crisis is a traumatic situation triggered by a natural disaster (a tornado, flood, or hurricane), and unforeseen event ( a terrorist attack, ecplosion, or fire), or human cause (a product recall, hiring, someone with a criminal record, showing poor judgment, acting dishonestly or unethically) that requires the organization to implement a crisis strategy before resolution or restoration of the company’s image can occur. In crisis situation, how you communicate is further complicated by the need to communicate continuously throughout the crisis and adapt your message to four stages identified in most crisis situations.

The Rational or Emotinal Strategy

Persuasion and Organizational Crisis

Choosing a rational/emotional strategy is appropriate when the following conditions apply:

The four stages include : emerging, understanding, action, and repair

Your goal is a call to action

Your target audience is open and

receptive to your ideas

Emerging

The emerging stage marks the beginning of a crisis.

In this stage, people in the organization are just starting to realize that they have a crisis on their hands. In the emerging stage, choosing your goals and your words carefully are critical

Action

In action stage, the company develops a plan of action and then announces it.

It is vital that any action plan takes into account all of those hurt or damaged by the crisis. When presenting the action plan, the company should appoint a speaker who has credibility and is capable of displaying the appropriate sympathy for those injured.

Your ability to persuade your target audience lies with your ability to meet their emotional needs and to rely on your personal credibility with them

You need to persuade your target audience that you can meet their needs, especially when they might be unaware of what their needs are

Repair

In the repair stage, companies work to revive their reputations if the crisis was caused by human error or if their initial response to a natural disaster was insufficient or ineptly handled. In business, a company’s reputation is both a record of its past and resource for the future and is based on a number of factors, such as quality, credibility, and fiscal responsibility. Reputation is no longer simply a local or a national consideration. Reputations, like products and services, are global commodities

Understanding

In the understanding phase, you pull together all the information gathered in the emerging phase in order to develop a complete picture of the crisis. The goal in the understanding phase may be to convey additional information as it is gathered in order to keep those who may have a stake in the crisis informed and to forestall rumors or speculation that might further damage the image, stock, or viability of the company. In the understanding stage, you might employ a rational strategy

The Mindful Strategy

Choosing a rational or emotional strategy is appropriate when the following conditions apply:

Your goal is for the target audience to make a commitment to your position, product, contract, or candidate

Your target audience has a history of being open to your concept, idea, or product

The needs of your target audience are vital to the outcome you are presenting

Your ability to persuade your target audience lies as much with your position of personal credibility as it does with your organizational authotrity and knowledge of the situation or product