00:00If you want to get better at work, here's one way to become more persuasive.
00:04The next time you need to convince your colleagues to support one of your ideas, don't just
00:08give them all the reasons that it makes sense, think about what's in it for them.
00:12Amanda Neiman-Peters, a behavioral science professor who studies influence, says that
00:16our default is often to use logic.
00:18We explain all the rational reasons why someone might agree with us.
00:21But research suggests that that's not the only effective way to persuade someone.
00:25A 2017 report published in the Leadership Quarterly analyzed 49 studies on how people influence
00:32others at work.
00:33It found that rational arguments can work, but other approaches like appealing to someone's
00:38emotions or showing them what they have to gain were also linked to positive outcomes.
00:43So before you make your case, ask yourself, what does this person care about?
00:48Then lead with that.
00:49Instead of explaining to them why your idea is so good, explain to them why your idea could
00:54be good for them.
00:55Does it save them time?
00:57Does it help their team reach a goal?
00:59Maybe it makes their job easier.
01:01Make that the starting point of the pitch.
01:03The most persuasive arguments aren't about proving why you're right.
01:06They're about giving the other person a reason to care.
01:09And that's how you can get better at work today.
01:11For more tips on how to get better at work, head to Business Insider.
Comments