Motivating and Persuading Others

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Motivating and Persuading Others

• Using Verbal Communication Effectively

2
Virtual Mentor Assignment

• Virtual Mentor assignments distributed on Monday
• By Friday, April 20th, please send your virtual
  mentor an introductory e-mail with an attached
  bio. Request a bio from them.
• A bio contains biographical information.
• NOT a resume.
• Information in bulleted or paragraph form.
• Short and to the point.
• Include information on
• Name, hometown, standing (i.e. Senior).
• Current academic pursuits important classes
  taken, degree goal.
• Work experience.
• Career aspirations and goals.
• Hobbies that are important to you.

3
Motivation and Persuasion as a Manager and Leader

• Motivation through Structure
• Identifying individual strengths and weaknesses.
• Structuring work so it is intrinsically and
  extrinsically motivating to specific individuals.
• Communication
• Communicating in a motivating and inspirational
  manner.

4
Structure of Persuasion

• What does Buckingham say the best managers do?
• What does he say the best leaders do?
• How can you apply these lessons to motivating and
  persuading others?

5
Motivation and Structure

• Individual differences and.
• Job assignments
• Teams versus individuals
• Goal setting
• Encouraging the heart
• Reward systems
• Empowerment

6
Motivating Individuals

• Listen to people
• What are their interests and goals?
• What are their dreams?
• What are their needs?
• Communicate how doing what you want them to do
  will help them achieve their goals, dreams and
  needs
• Make it happen
• Follow-through is critical

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Persuasive Communication

• Applying acting theory for more persuasive
  communication as a leader.
• There are ten basic ingredients in any
  real-life encounter, and the actor merely applies
  these ten ingredients as their character while
  acting.

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Ten Ingredients in Any Encounter

• Relationship
• Some way of defining what you and the other
  people mean to each other.
• Objective
• What do you want to achieve in this encounter?
• Obstacle
• Something in the way of your objective.
• Strategy
• A plan to get what you want.
• Tactics
• Specific maneuvers within the overall strategy to
  reach your objective.

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Ten Ingredients in Any Encounter

• Text
• What is said by you and who you are communicating
  with.
• Can be rehearsed or spontaneous.
• Subtext
• Things implied but not really said.
• Interior monologue
• Times when you are not speaking but are actively
  thinking.
• i.e. I want to know more about you.
• Evaluation
• Moments when something is said that makes you
  pause, think and possible reject several answers
  before giving a reply.
• Beats
• Changes within a situation or an encounter
  signaling that one exchange has been completed
  and a new one is starting.
• Example topic change, new tactic, new person
  enters conversation, etc.

10
Acting as a Leader

• How can understanding acting theory help you to
  motivate others?
• How can you transform an encounter into
  motivation?
• How do you act as a leader?

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For Monday

• Bring your SLPI workbooks
• Complete pages 13-26
• Start thinking about your strengths and
  weaknesses among the five practices
• Read the Kouzes Posner chapter on the web
• Read the first 6 chapters of Smart Choices