How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 181

task. It would be both easy and quick to approach the employees using
control. He could use fear or threats to obtain the money. This do-it-orelse mentality would get immediate results. The long-term impact,
however, would likely involve rebellion, revenge, and resentment. What
about coercion? Surely the employees would provide the requested
donation if they were told doing otherwise would negatively affect their
next job evaluation. Would this tactic get immediate results? Sure. Again,
however, the long-term effects would be resentment, rebellion, and
revenge.
The vice president decides control and/or coercion do not provide the best
outcomes. Next he considers compliance. If he offered incentives,
benefits, or rewards, it would be a win-win situation, right? Suppose each
employee who donates $100 gets an extra two weeks of paid vacation.
The problem is, once the incentive is gone, compliance will also
disappear. He might get the $100 this time, but what about the next time
he asks for a donation? This method is still only a temporary fix because
the employees will be conditioned to always expect a reward for their
compliance.
The vice president next considers cooperation. He could spend time with
the employees explaining why this charity is so important and how it
would be a great honor for them to participate. He could convince,
encourage, or "sell" with logic, emotion, and information to donate to this
worthy cause. Now, armed with the tools of effective persuasion, he's onto
an approach that will have lasting, positive results. As long as the
employees feel he is telling the truth and acting in their best interest, they
will be open to his proposal.
Finally, the vice president considers the top form of persuasion:
commitment. If he has a great reputation and relationship with his
employees, there will be mutual respect, honor, and trust. These
conditions will enable the employees to comfortably make out their $100
checks. They know the vice president is a man of honor who would never
ask them to do anything that would not be in their best interest. They can
commit to him because they feel he is committed to them.
Commitment is the highest ideal of Maximum Influence because its
impact is the most permanent and far-reaching. Your reputation as one
possessing integrity, honor, trust, and respect will continuously inspire
commitment from everyone you seek to persuade.
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