Articles

Persuading to get what you want

Jana M. Kemp

Is homework already piling up at your house? Kids are back into the swing of school and adult fall schedules are fitting into place. Some of the season’s challenges are getting kids to do their homework and keeping ourselves learning too.

When adults master the art of persuasion, learning continues, homework gets done and fewer frustrations with clients occur – in other words, we are more likely to accomplish or see accomplished what we want. And “persuasion is the art of getting what you want,” according to Idaho business owner, father, and author Dave Lakhani. In fact, his newest book is titled “Persuasion: the art of getting what you want” (John Wiley & Sons, 2005).

Lakhani’s nineteen chapters of Persuasion are full of tips, checklists, how-to’s and chapter closing questions that provoke personal action for improving your own powers of persuasion. What I like about his book is that it addresses the whole person and the whole process of persuading others. Lakhani’s discussion begins with the point that manipulation and persuasion are not the same thing.

The chapters dealing with our personal role in persuading others include: “persona – the invisible persuader,” storytelling skill development, and a look at “transferring power and credibility.” Lakhani suggests that how you look, how well you behave and handle issues of etiquette and how you interact with others affect your ability to persuade. He also makes suggestions for self-improvement in each of these areas.

The chapters speaking to the process of persuasion include his trademarked “Persuasion Equation” followed by chapters on persuasive selling, advertising and negotiation. Persuasion happens in person, in print, via broadcasting, and electronically these days. Chapter 18 focuses on “persuading the masses electronically.” Throughout the book you’ll find helpful key phrases that will propel the improvement of your persuasion skills. For instance: “persuasive stories are different from regular stories fundamentally because they are designed to get your attention, develop a high level of interest, create desire, and allow you to draw the conclusions necessary to take the action I want you to take.”

This book is a tool for honing your persuasion skills which will come in handy at home, in the community and at work. Persuasion is so powerful it could be a college textbook. However the good news is that it is a much more enjoyable read!

Action Items: Read Dave Lakhani’s book “Persuasions: The art of getting what you want.” And, practice your powers of persuasion each day this week.
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Reprint Permission: The author is willing to grant reprint permissions. Please contact Jana Kemp: jana@janakemp.com or call 208-367-1701.