MatchPaceLead A Refresher on Persuasion How do we

Match-Pace-Lead A Refresher on Persuasion

How do we turn a chance encounter into a turning point… … a turning point into a tipping point for a social movement

How do we persuade people who hold beliefs that do not serve them economically?

Factors Influencing Persuasion Reciprocation Consistency Social Proof (“Me Too”) Liking Authority Scarcity Woodward, David. "The Art of Persuasion. " Director 2010: 57. ABI/INFORM Complete. Web. 29 Mar. 2011

Approaches � Neurolinguistic � Rapport programming building � Persuasion techniques � Mirroring Physically (gestures, rate of movement) � Cognitively (rate of speech) � Emotionally (speech volume, affect, mood) � Sensing (type of information processing they do) � � Storytelling

That’s Great, But What About a Rubric for the Rest of Us?

Match-Pace-Lead Match Them Set the Pace Lead to Action

• Their View Shared Value • Your View Lead Pace Match • Their View • Your View Link to Greater Good • Others’ Views

How is Michael Using Match-Pace-Lead?

Match Objective Understand world view Pace Lead Introduce alternative view Mobilize by linking to others Introduces into Nothing! Conversation Shared value Alternative view Others Greater good Keys to Success Listen more than talk Show you respect and understand their view Turning Point Mechanisms Seek to understand (not be understood) Shared values Shift their perspective and mobilize Linking to greater good Phrases Tell me about … That’s interesting, What can we do to Why is that? another way to see it…. . help people see… Help me understand…. Hhhmm… I used to see it that way…. I wonder… …. “because” How do we get the word out Let’s…

Using your cards, where is Michael going right (wrong) with Match-Pace-Lead?

Your Turn