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Persuasion

Knowledge of the Subject &

Belief in the Issue

Changing or guiding the attitudes, beliefs, values, and behaviors of others to those of the persuader

What is Persuasion?

Believe in Yourself

Build self-esteem

Think Positive

Monitor Your Actions

Arrogance, Egotism and Pride denote low self esteem

"If you have built castles in the air, your work need not be lost; that is where they should be. Now put foundations under them."

- Henry David Thoreau

Presenting information and interacting with a person so that you both fully understand the situation and come to an agreement about how to approach the situation

Effective manager = Effective persuader

Importance of knowledge in the subject

Importance of

believing in one's

argument

"People who cannot present their ideas or sell themselves effectively have very little influence and are not highly respected."

- Brian Tracy

Establish Credibility

Credibility - The audience’s belief, confidence, and faith in you

Initial Credibility v. Acquired Credibility

4 Personal characteristics that affect credibility:

  • Expertise
  • Trustworthiness
  • Composure
  • Positive Impression/Appearance

Team-Led Discussion #6

Establish credibility by finding common ground

Limit dissonance

Know audience

Persuading Students

Positive Image or Impression

Inoculation Theory

Understand your audience’s background, opinions, beliefs

Specifically addressing their wants and needs will show the audience that you are empathetic to their situations

Acquired initially through one’s:

  • Appearance
  • Gestures
  • Behaviors
  • Credentials (Rank)

Based on the audience’s desire to be like you

Build your image by identifying yourself with what your audience can benefit from

Know Your Audience

People will be more successful at persuasion if they can anticipate the objections of the persuadee before they arise

Prepare FOR and AGAINST statements ahead of time!

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