Persuasion plays a major role in our everyday conversations. We often try to get others to do something they weren’t doing before, says Dr. Mark Goulston, author of Just Listen: Discover the Secret to Getting Through to Absolutely Anyone.
The secret is to get them to “buy in” to your argument, or to move them from the point of resisting you to listening to you. Goulston illustrates this with a story of a CEO named David. David’s CTO had quit, claiming that he couldn’t handle David as a boss, and David’s 15-year-old son was extremely smart, but hard to handle.
To get both his son and his company to listen to him, Goulston suggested that David sit down with each of them and have a heart-to-heart talk. This approach worked in both areas. By using the right words with the right weight, David persuaded his company to keep him and strengthened his relationship with his son.
— Adapted from “Don’t Leave Home Without (Fixing) This,” Dr. Mark Goulston, SmartBrief.