How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 79

•
Change the time frame
•
Explore the consequences
•
Change the chunk size
•
Find a counter-example
•
Ask for evidence
•
Appeal to the positive intention behind the belief
•
Change the context so that the relationship doesn’t apply in the
same way

Here is an example. As you read this Book, imagine that you have had the
following thought:
Learning Influencing and Persuasion Skills is hard
Redefine the words:
•
•

You don’t have to learn them, you only need to become familiar
with them.
Learning them isn’t hard, it just takes a little more effort.

Change the time frame:
•
•

The quicker you do it, the easier it will see￿
You have plenty of time to practice and become more comfortable
with them.

Explore the consequences:
•
•

Unless you try it, you will never know how easy it can be.
If you don’t learn them, you won’t be as effective in your job as
you could be.

Change the chunk size:
•
•

Chunk up:
Chunk down
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