PAPERmaking! g FROM THE PUBLISHERS OF PAPER TECHNOLOGY Volume 4, Number 2, 2018
We’ve found that influencing tactics fall into 3 categori es: logical, emotional, or cooperative. We call this influencing with head, heart, and hands. 1. Logical appeals tap into people’s rational and intellectual positions. You present an argument for the best choice of action based on organizational benefits, personal benefits, or both. 2. Emotional appeals connect your message, goal, or project to individual goals and values. An idea that promotes a person’s feelings of well -being, service, or sense of belonging has a good chance of gaining support. 3. Cooperative appeals involve collaboration (what will you do together?), consultation (what ideas do other people have?), and alliances (who already supports you or has the credibility you need?). Working together to accomplish a mutually important goal extends a hand to others in the organization and is an extremely effective way of influencing.
Article 11 – Influencing
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