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Avoid 'GASing' people when trying to persuade them

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in Leaders & Managers,Office Management,Workplace Communication

If you want to convince a resistant colleague to listen to you, appeal to her in a straightforward, reasonable manner. Don’t resort to GAS—guilt, anxiety or shame—as a way to get her to agree with you. Using guilt (“Your actions really cost us a lot of money”) will produce a less confident and more confused employee. Inducing anxiety (“If you’re wrong, heads are going to roll around here”) will only add to the tension level and prevent her from thinking clearly. Playing upon shame (“You should be embarrassed for what you did”) will leave lasting psychological scars that can result in ongoing distrust and discomfort. To ensure that you communicate constructively, appeal to her self-interest in a positive way rather than using GAS.

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