It’s easy to
persuade people who are inclined to agree with you. The real test comes when
you’re dealing with stubborn employees or closed-minded bosses itching to find
fault with your proposal.
To break down their resistance, step
into their shoes. Why are they so adamant? What’s at stake for them? Identify
any assumptions that influence their thinking. Don’t get so annoyed that you
overlook their fears, biases and goals.
The best way to win them over is to
understand their position and satisfy their concerns. Here’s how:
Let
them “air out.” Rather than rush to interrupt roadblockers, let them vent.
Listen to their objections. But beware: Don’t nod sympathetically while they
tell you why they’re putting up resistance. In your eagerness to show that you
understand, you may lead them to conclude mistakenly that you agree with them. Keep a poker face.
When it’s your turn to talk,
acknowledge their concern. (“I hear what you’re saying.”) Then provide some
fresh facts that solidify your position. (“But what you’ve said flies in the
face of our most recent financial results.”) Then state that it would be
irresponsible to ignore the latest results. Gently hold up the evidence like a
smoking gun; this undercuts the basis of their resistance.
Boost
their credibility. You may try to persuade holdouts by reminding them how
they’ve been wrong in the past. But this approach usually leads people to
hunker down and become defensive.
A friendlier way to woo resisters is to
express your genuine respect and admiration for their accomplishments.
Present your case as an extension of
their achievements by explaining how it fits perfectly into the framework
they’ve built or how it is consistent with their beliefs or findings.
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