Skillset New Zealand Blog

Ideas to help your team develop personally and professionally.

Are you thinking that facts will always win an argument?

Facts and data have limited power to persuade. Present us with facts and we'll start filtering. We'll quickly accept facts that support our view of the world and forget or reject facts that don't. We'll even be working on counter-arguments while you are talking.

Intelligent people wouldn't do that? Intelligent people are more likely to come up with creative counter-arguments.

So what's the solution?

Find common ground. Present your argument in ways that show we are aiming for the same goal.

The classic case is persuading parents to immunise their kids. 'Immunisation is safe' and 'Immunisation doesn't make kids autistic' won't work as well as, 'Here's a way to ensure our kids are safe from the big diseases'.

Want to persuade your executive team to spend money on a more expensive machine than the Kamakuza model they think will keep their costs down? Focus on 'return on investment' - things like efficiency, reliability (so keeping production uninterrupted) and lower maintenance costs.

 

 

 

Let's say you are in a meeting. You want to persuade your colleagues to see the benefits of adopting a shared digital calendar. 

Your presentation seems to be going well until Fred leans back on his chair and announces,  'It's not worth the hassle. My diary works well for me. I'm not changing.'

About Ralph Brown

ralph brown blog3

Ralph is our founder and managing director. He has a background in psychology, television journalism and business.

Ralph's passions are psychology and writing. He leads workshops on both and speaks to conferences on the psychology of thriving at work.

In 2011  Professional Speakers Australia awarded him its top speaking accreditation, the CSP.

He has written six books and more than a hundred articles on psychology and writing. International research journals have published his articles reviewing the research on resilience.

Ralph enjoys trips to France. He lives in rural Canterbury.

Interested in training in business writing?

A business writing workshop will give your team far more than just plain English. They’ll be achieving more clarity in less time. Through their emails and letters, they’ll be building cooperative relationships with their colleagues, customers and community.

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Interested in training to develop your teams’ resilience?

Discover what top achievers do when the going gets tough.

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