Kỹ Năng Thuyết Phục persuasion skills basics (Tài liệu tiếng anh)

Objectives
•

Explain What is Persuasion

•

Explain How Persuasion Works

•

Describe the Importance of Persuasion

•
•

Explain the Steps of the Persuasion Process
Explain the Role of Communication in Persuasion

•

Explain How to Use AIDA for Persuasive Writing

•

Explain the Rhetoric of Persuasion

•

Explain the Major Principles of Persuasion

•

Explain How to Persuade Different Personalities

•

Explain the Use Positive Body Language for Persuasion

•
•

Explain the Framework Theories for Applying Persuasion
Explain Strategies for Developing Persuasion Skills

•

Explain the Storytelling Technique of Persuasion

•
•

Explain the Steps for Building Rapport
List the Characteristics of a Good Persuader


Introduction
Gerard works as a Senior
Sales Executive at Leonia Inc.

Frank Smith is Gerard’s
Regional Manager at Leonia
Inc.


Introduction
•

Gerard has been recently
offered a position in one
of Leonia’s overseas
offices in China for 2
years.

•

However, Gerard is not
very sure he should take
up this offer due to
various personal reasons.


Introduction
•

He has two children who
study in high school and are
well settled and happy in
their current school and
among friends.

•

Also, Gerard knows that his
working wife would not be
too happy to leave her job
to move abroad to live in an
unknown culture.


Introduction
•

Frank’s boss has given
Frank the responsibility of
convincing Gerard of
taking up the position in
China.

•

Let us look at a
conversation between
Frank and Gerard with
regard to this situation.


Introduction
Work’s going great Frank, but you
must have heard about the position

they offered to me in one of their
offices in China.

Hi Gerard! How’s
work going?


Introduction
Sure, it would feel good to discuss
the situation with someone. I can’t
broach the subject at home before I
myself have a clear idea about what
I want to do.

Oh yes! I know about that and I
have wanted to speak to you about
the same. Is this a good time to
discuss it?


Introduction
So, I heard that you have been
offered a position as Area
Manager.

Yes, that’s right.


Introduction
So, why are you thinking twice about

such a great offer? You know it would
take you at least another five years to
get to that position in this office. This
place is just so saturated in terms of
opportunities to grow.
I know that but I
have certain
personal issues
that are making
me confused
about this.

What issues?


Introduction
It’s just that my kids are in high
school and are well-settled here in
their current school. They have a nice
and close group of friends. I do not
want to move them to a new school
especially at such an important
juncture of their school days.
They will soon be
pursuing their
graduation in
college. I do not
want them to face
the hassles of
adjusting and

settling in a new
school in an alien
culture.

I see; I can
understand that.


Introduction
That’s not all. My wife works as a
Senior Technical Writer at Howard
Inc. She hopes to be promoted to the
position of Team Lead this year. She
has really worked hard for this
promotion. I just cannot ask her to
give it all up to move to China.

That’s a real shame but you do have
a point there. Your kids and wife
won’t be happy about moving to
China at this juncture in their happy
and settled lives.


Introduction
Hey! I have an idea. Why don’t you
speak to the Management and let
them know that these are the
issues that you have and you can
take up this offer but only on

certain conditions.

Now, you can
understand my
confusion. I am
so tense; I just
can’t make up my
mind.


Introduction
You can tell them that you would be
willing to move to China if and only
if they allow you a week’s leave
every six months to come back and
meet your family.

And what are
those?


Introduction
I am sure they would. They are really
hard pressed upon finding someone
from the head office here to fit the
role of Area Manager in their
Chinese office.

Do you think they
would agree to

it?

They need
someone who
can really take
up the challenge
to develop the
market and
clients in that
area. They know
they have
chosen the best
man when they
chose you.


Introduction
True! Moreover, it would also help
you get into a leadership role where
you would be handling a team of
your own. It is a golden opportunity
and one that I think you should not
miss.

Thanks Frank. I
too am looking
forward to
getting into such
a role. It would
be such a great

move for my
career.

You would not
get a chance to
get into a
leadership role
so easily in this
office. You
know that,
right?


Introduction
Oh yes! I know that. There are so
many people competing for such
roles in this office. I think I should
speak to the Management openly
about my issues and also suggest the
plausible solution that you gave.

Sure, you should. I would also
personally speak to them and
convince them. All the same, be
ready to go to take up this offer and
move to China. After all it is just for
two years.
After that, they
have promised
that they will

move you back
here. Think
about the global
market
experience that
you will get in
this position. It is
an offer too
good to be true.


Introduction
Yes Frank, you are absolutely right.
Why didn’t I think of all this before? I
could definitely move temporarily for
two years to China and then come
back while my family can stay here
during that period.
My career would
get a fresh new
boost and their
lives would also
not get affected. I
think it is a great
idea. Thanks for
talking to me
Frank. I just
couldn’t think like
you.

You are most welcome anytime!
Go for it!


Introduction
You have seen from the
conversation between Frank and
Gerard how Frank persuades
Gerard to take up the offer in the
China office.

Frank persuades Gerard to move
from his confused thoughts to
thinking very clear thoughts of
taking up the offer. This is the
power of persuasion.


Introduction
Persuasion is crucial for
success in every walk of life
whether personal or
professional.

Let us learn about

‘Persuasion Skills’
in detail.

Objectives
••

Explain
Explain What
What is
is Persuasion
Persuasion

•

Explain How Persuasion Works

•

Describe the Importance of Persuasion

•
•

Explain the Steps of the Persuasion Process
Explain the Role of Communication in Persuasion

•

Explain How to Use AIDA for Persuasive Writing

•

Explain the Rhetoric of Persuasion

•

Explain the Major Principles of Persuasion

•

Explain How to Persuade Different Personalities

•

Explain the Use Positive Body Language for Persuasion

•
•

Explain the Framework Theories for Applying Persuasion
Explain Strategies for Developing Persuasion Skills

•

Explain the Storytelling Technique of Persuasion

•
•

Explain the Steps for Building Rapport
List the Characteristics of a Good Persuader

What is Persuasion?

f
o
s
s
e
c
o
r
p
e
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is t
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d
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‘Persuasion’
d
n
e
t
n
i
is
that
n
o
ti
a

ic
n
u
m
com
d of
n
a
n
o
ti
c
a
r
o
induce belief
oa
t
t
n
e
m
u
g
r
a
rs by
e
h
t

o
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v
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p
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r
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s
po
r

o
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il
r
a
r
o
p
m
te
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.
h an
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io
s

a
u
Pers
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art a


What is Persuasion?
person
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r
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The Art of Persuasion
Persuasion is an art; you can get
better and better with it.
If you feel that you don’t have an
innate talent for persuading
others, don’t be disappointed
because these skills can be honed
and developed with the proper
training and practice.
People who always speak good
things may feel that they are good
persuaders, but that is not always
the case. Persuasion is all about
understanding what you want and
what the other person wants, and
then coming up with a win-win
scenario.


The Art of Persuasion
Persuasion happens everywhere –
it’s omnipresent. You may have to
persuade people for anything –
right from the deadlines of a
project to which person will do
what chores at home.
In the real world, it is sometimes
difficult to ascertain whether your
persuasion skills are good or bad.
You may think that you are a good

persuader, but in reality, it may be
just the opposite.
Even before you persuade, you
will have to know what can people
be persuaded for .