Are you working in an organization which values leaders who are good at persuading others? Do the leaders in your organization focus more on logic and reason than emotion when attempting to influence others?
One of the most powerful questions one can ask oneself is “Am I relying on data and arguments more than emotion when persuading others?” Inspiring leaders influence others by appealing to emotion.
Are you good at persuading people at work? Do you focus on appealing to people’s emotions? Are you focused on persuading people to achieve goals that emotionally engage your people?
Feelings First, Logic Later
Most of us try to persuade by using our best arguments, best data, logical flow charts and rationality to generate the thinking, decisions and actions we seek. Business leaders still believe everyone relies heavily on logic and reason to make decisions. We’ve traditionally believed that emotion wreaks havoc on rationality, especially in business.
As science evolves, we’re starting to realize that emotions come first. Not only do they guide our decisions and actions, but we’re incapable of making decisions without them.
We use the emotional parts of our brain to make rational decisions. Emotional context helps us make the best choices, often in a split second, long before the rational centers of the brain are even activated.
It’s estimated that managers spend 80 percent of their time communicating with others, trying to persuade them to accomplish what needs to be done. But how well have leaders and managers understood how humans process information and make decisions?
Perhaps we should pay attention to what the new brain science tells us about persuasion.
Ethos, Logos and Pathos
Aristotle identified the three basic elements of every persuasive argument:
• Ethos — the credibility, knowledge, expertise, stature and authority of the person trying to persuade
• Logos — the appeal of logic, reason, cognitive thinking, data and facts
• Pathos — the appeal to the emotions; the non-cognitive, non-thinking motivations that affect decisions and actions
These elements are the powerful cornerstones of every persuasive argument or presentation. They aren’t weighted equally, however, and therein lies the hidden secret of unlocking your persuasive powers.
Working with a seasoned executive coach trained in emotional intelligence and incorporating leadership assessments such as the Bar-On EQ-i and CPI 260 can help you become a leader who persuades others by appealing to the emotions of others. You can become a leader who models emotional intelligence, and who inspires people to become happily engaged with the strategy and vision of the company.
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