Influence: Why Logic and Persuasion Often Fail
How often have you tried to exercise influence by making a logical and persuasive case for your self and utterly failed to convince the person you needed to influence? At Barnes & Conti, we’ve long maintained that successful influence is less about persuasion and much more about building relationships.
Getting back to persuasion, we want to share worthy article that delves into the neuroscience behind unsuccessful persuasion. The article identifies seven factors that impede your ability to influence solely by persuasion. Those seven factors include the person’s prior beliefs, emotions, incentives, agency, curiosity, state of mind, and the opinions of other people.
According to the article, “…The human brain doesn’t work by strictly logical rules—but it does work by rules. And if we know what they are, we have a much better shot of framing our arguments in ways that other people will find convincing.”
To learn about influence skills that build relationships and take into account all the factors above, check out our popular influence training program, Exercising Influence: Building Relationships and Getting Results.
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