How to Coach Yourself and Others How to Influence, Persuade and Motivate | Página 78

5. Linguistic Tools for Influence
and Persuasion
5.1 Introduction
In this chapter, we will examine a series of methods that will help you to:
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Direct a conversation without dominating it
Influence how others see a situation
Persuade others to come to your point of view

These techniques are subtle, but they are effective when they are used
with intention and with skill.
Reframing is the process of making a shift in the nature of a problem. It
is the process of changing a negative statement into a positive one by
changing the “frame” or reference used to interpret the experience. If all
meaning is context dependent, and if you change the context or content,
then you will change the meaning.
All content is re-framable simply by changing the structure, the process,
or the context. You can use this knowledge to help reframe how the other
person sees a situation as well. By doing so, you can set the stage for
persuading them to come to agreement with you.
The basis of reframing is to separate intention from behaviour and
consequence, so that you can then draw a correlation between them
as part of your persuasive argument.
The basis of all reframing is to separate intention from behaviour and
consequence. Intention is the opposite of consequence. It is how you
precede an action or behaviour and consequence is what happens at the
end of the action. Consequences can be either positive or negative.
In order to reframe something, you have several options. You can:
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Redefine the words
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