Understanding Persuasion in the Contemporary Workplace

Contemporary businesses have embraced leaner corporate hierarchies, simultaneously relying on teams, eliminating division walls, and blurring the lines of authority. As teams and managers are abandoning the traditional command structure, excellent persuasive skills are becoming ever more important at work.

Effective businesspeople must learn to  in order to improve relationships with teams and coworkers.

Nia used to come in to work around 8:30 each day. She moved to a new department and noticed that her manager and senior coworkers come in before 8:00 a.m., so Nia has started coming in to work before 8:00 a.m., because her manager and senior coworkers do.

Which type of psychological trigger has persuaded Nia to change her work routine? Check all that apply.

• Commitment
• Scarcity
• Social proof

While delivery channels have changed, the principles of effective persuasion have not.

Select the persuasion technique that is indicated by each of the following actions.

Lining up plausible support such as statistics, reasons, and analogies.

• Create specific requests
• Tie facts to benefits
• Recognize the power of loss
• Compromise

Being ready to respond to conflicting beliefs, values, and attitudes.

• Recognize the power of loss
• Expect and overcome resistance
• Establish credibility
• Make reasonable and specific requests

Today, persuasive techniques are subtle, and sometimes misleading.

Select the best choice.

Today's persuasive techniques are more effective when they emphasize  .