AS a Program Manager, one of the key task that we need to do is Stakeholder negotiation/persuasion. Not just Pgm Managers, colleagues in Sales can also be benefitted by this technique.
A couple of Techniques are discussed here.
- Aristotle's Rhetoric
- SPIN Technique
Aristotle's Rhetoric:
The study of persuasion began with the Greeks. They believed that rhetoric was very critical for a successful politician. A good rhetoric should be able to talk on both sides (which demonstrates that he/she knows the whole problem). It is also a great form of teaching. According to Aristotle there are 3 pillars that constitutes persuasion. They are:
- Ethos (Credibility) - Increase the trust quotient with the help of your rank in the hierarchy, your knowledge in that area, your established relation in that group, any common ground between the listener and negotiator. (What do they share in common - their view points, beliefs etc)
- Logos (Logic) - This should contain the facts of the argument. Any data, statistics, evidences, examples etc can be used as part of logos.
- Pathos (Empathy) - Understanding the pain/concern and then emotionally connect - body language, tone etc
Persuasion is an art and understanding the pillars of it will help us carry the load of stakeholder management with ease, comfort and confidence.
SPIN Technique:
The below image from https://www.linkedin.com/pulse/spin-selling-techniques-sabyasachi-chakraborty/ will help us understand the SPIN technique very well.
No comments:
Post a Comment