“The purpose of foreign policy is to influence the politics and actions of other nations in a way that serves your interests and values. The tools available include everything from kind words to cruise missiles.”– Madeleine Allbright
When I read these comments on foreign policy from the former U.S. Secretary of State, I can’t help but think how applicable her statement is to so many situations in our lives, be it personally or professionally, when we try to persuade another to our point of view.
Though speaking kindly to our friends comes naturally to most of us, it can be more challenging in a working situation. A growing number of professionals, though, are learning that speaking in a positive and friendly manner is the best way to motivate and persuade others.
In today’s business environment, a manager’s unquestioned authority over his or her people is becoming increasingly rare. Employees now routinely ask not only “What should I do?” but “Why should I do it?”
Few managers now even have cruise missiles at their disposal – yelling, harassment, belittling, threats and other forms of intimidation are no longer acceptable, and when they do use them, they always do more harm than good. So a manager’s ability to give a persuasive answer to the “Why” question is the key to success.
The art of persuasion requires insight, planning and compromise; and is a skill that takes time to develop. To do it effectively involves listening to other people’s opinions and understanding their perspectives.
To succeed, we must prepare carefully, present a convincing argument, and make an emotional connection. Doing all this, while maintaining a sense of respect for the person we’re trying to persuade is vital to success. Otherwise, we may be perceived as manipulative.
In short, persuasion is about communicating with our colleagues, addressing their needs and concerns, and then negotiating an appropriate a solution that all parties can understand and agree upon.
Better, longer-lasting results are usually achieved with kind words instead of cruise missiles. Which are you using?