Tuesday, January 3, 2006

SCARCITY and LEARN & PLAY

SCARCITY – people want more of what they can have less of. This is a powerful tool indeed but also a dangerous one. It is powerful because it is human nature to treasure what is exclusive, limited and scare. E.g. senior executives normally have access to confidential information about business deals, promotion opportunities etc. If information exclusive to you is used properly you could persuade people. However if this is used too often or the exclusivity or the information itself is faked then this could be very harmful to the relationship and both the creditability of the persuader or the organization would be at stake.

LEARN AND PLAY – once said all these techniques are not rocket science. How to apply them at work everyday is still an art in my opinion. In most cases I think the situation will not be plainly set upon you that you could instantly know which principle or principles in combination should be applied. Your best endeavor, from my personal experience, is still an application of these principles from your heart, i.e. you treat your peers, partners and business associates with your heart. In time, once practiced and experience gained, you should revisit these principles and you will know what adjustments are needed. If you are a leader in an organization and persuading people is your job the 7th principle is maintaining high EQ, emotional quotient. There are bound to be people that you could not persuade, no matter how good you are and how sincerely you are at heart. You have to take on your defeat and turn it round as your drive. Perhaps the “love your enemy” virtue could be the 8th principle but this is certainly more easily said than done.
In my view persuasion techniques are not standalone tools. Good persuaders are normally good leader because by persuading people those will lead and motivate well. For that reasons leadership style plays a key role in the shaping of a good persuader.

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