12 Angry Men

Summary Key points/events that stood out

Persuasion

Moving people to a position they do not currently hold– Why is effective persuasion important to your career

and day-to-day work life? Org’s are less hierarchical People are more inclined to ask “Why?”

How NOT to Persuade

Strongly state your position first– Upfront, hard sell

Why doesn’t this work?– Give others something to argue against– Others think about how your position is “wrong”

instead of listening to the arguments that follow

Attributes of effective persuaders

Open-minded– Listen to others concerns– Prepared to adjust viewpoints & incorporate others

ideas– As a result, others

Trust the persuader & will listen Don’t fear being manipulated Others more likely to “buy in” when they feel they are part

of/included in the process

Process of Persuasion

Learning & negotiating process leading colleagues to a shared solution– Dialogue & learn others opinions, concerns

Establish relationship credibility: – Honest & steady (not known for mood swings)– Trustworthy, share credit for ideas

Why does the above help persuade others?