How persuasive are you ?
This key skill can make or break your career success as a high-level EA , declares Michelle Bowden
Every day we are faced with opportunities to influence others in the workplace . Some , such as a pitch , presentation , business case or networking event are obvious chances . Others are less clear – unplanned meetings , impromptu presentations , an informal conversation , a lift ride with a possible referrer , an e-mail or even a professional development event you decided to attend at last minute . Did you know your persuasiveness is limited by your communication style and often we don ’ t take full advantage of the opportunities that presents ?
When the stakes are high or we ’ re pitching in a competitive environment , it ’ s important the other person listens and takes the action we require . Here , it is essential that we are persuasive – not aggressive , passive or manipulative . Our unique persuasion style and personality traits ensure that some people are easier for us to persuade than others . If you ’ ve ever felt unsure of the most effective way to persuade someone , and you want to hear the word yes more often in your life , one thing is for sure … You need to develop your ability persuade in any situation , not just the easy situations .
Persuasion is personal We are all persuaded in different ways and this affects our approach when influencing others .
Research tells us that the degree to which we are persuaded by someone depends on our subconscious answering virtual questions called Key Persuasion Indicators ( KPIs ):
w How strong is the argument presented ? Are the arguments supported by evidence ? Do the arguments make sense to me ? w How credible is the messenger ? Do they seem to be an authority ? Would I follow this person ? w How well does this messenger understand my needs and preferences ? Do they care about my position and my needs ? Do I have a sense of goodwill from this person ? Do I like them ? w How convincing overall is the messenger ? Are they convinced themselves ? Are they passionate and confident about their position ? Am I enthusiastic about their ideas and / or proposal ?
Whether by rational thought or feeling , we all tend to place a different level of importance on each KPI . For instance , some people won ’ t believe you unless your argument is rational , logical and backed by verifiable facts and research . Others really care about the credibility of the messenger . They need to know you really know what you are talking about . There are those who need to
60 Executive PA | Winter Issue 2024