The persuasion technique that can help you have more influence at work

Get better at: Persuading others

Today’s move

If you want to get your boss or colleague on board with an idea, think about what they care about and frame the pitch around that.

Why it works

Amanda Nimon-Peters, a leadership professor and author of “Working With Influence,” said that people often resort to using rational arguments when they want to persuade someone else. While you may have strong reasons for why the other person should be invested, you may be better off appealing to their interests.

Nimon-Peters said persuasion isn’t about getting people to do things they don’t want to do; it’s about finding ways to make the outcome and success that you’re after also appealing to them.

Try it today

Before you talk to the person you need to convince at work, write down the answer to this question: “What’s in it for them?”

Maybe your idea or pitch saves them time, maybe it makes their job easier, or it creates a solution to a problem they’ve been frustrated with. Then center your pitch around that.

The bottom line

Research suggests that rational arguments aren’t the only effective strategy for persuading others.

A 2017 report published in The Leadership Quarterly analyzed 49 studies on how people influence others at work. It found that rational arguments can work, but other approaches, like showing someone what they stand to gain, were also linked to positive outcomes.

Instead of proving that you’re right, you should try to show the person why they should care.

Source

This insight is drawn from Business Insider reporting on how to be more persuasive at work, citing advice from Amanda Nimon-Peters, a behavioral science professor who studies influence. Read the full story here.

This story also includes data published in “Leadership Quarterly,” about influence tactics. You can view the report here.

How do you convince your boss or colleagues to support your ideas at work? We want to hear your best persuasion techniques in the comments below.

For more tips on how to get better at work, head to Business Insider.