Persuasion and Influence.ppt

Chapter9 PersuasionandInfluence ToniAnneGiuntaCaldwellCollegeBailey J Burch M 2010 25essentialskills strategiesfortheprofessionalbehavioranalyst NewYork Routledge Overview Haveyouever InfluencePersuasionSummary Haveyouever Encounteredaparentofalearnerwhowasalreadyconvincedthatsheknewthereasonforherchild sbehaviorandthattherecommendedbehaviorplan intervention approachwasunnecessary Haveyouever Metanindividualwhodidnottrustdata Haveyouever HadtocollaboratewithanotherpersonwhobelievedthatABAisalabor intensiveapproach Haveyouever WorkedwithacaregiverwhobelievedABAwasgreat butdefinitelynottheonlywaytogo Haveyouever aftergoingthroughtheprogramatCaldwellandbeinginyourprofession Wonderedhowyoueverlivedwithoutproactiveappliedbehavioranalysis Althoughbehavioranalysisclearlyoffersamorerational humane effectiveapproachtobehaviorchange ourapproachisnotintuitivetomostpeople Bailey Burch 2010 p 98 Influence ChangingtheattitudesandbehaviorsofotherpeoplewithoutusinganyforceorshowofpowerActivelisteningskillsShapingReflectionOnlywhentheindividualisabletodiscusstheissuerationallywillthebehavioranalystmakeheadwayinthesearchforcausalvariables INFLUENCE Framing PresentingthediscussioninaformatorcontextwithwhichyoufeelcomfortableChangingopinionsbygivingexamplesofsimilarcases Noforce approach INFLUENCE Information Relevant factualinformationGraphsPublishedliteratureDonot however relyonthisalone Youcanhelp Youareanhonestperson Youhavetakenapersonalinterestinthechild Youhavetakenapersonalinterestinthecaregiver Youareacaringandresponsibleprofessional INFLUENCE TechnicalExpertise ConvincingthedecisionmakerthatyoutrulyunderstandtheproblemYouareuniquelypreparedbyyourtrainingandexperiencetosolvetheproblemUsedwhenthebehaviorisuncommonandrequiressophisticatedintervention e g Pediatricfeedingdisorder Persuasion AprocessforlogicallypresentingyourpointofviewtoagroupthatisresponsibleformakinganimportantdecisionChanginganopinionbypresentingyourview sometimesbyusingargumentordebate PERSUASION HavingCredibility Gainingexperienceinvariousleadershippositions PERSUASION UnderstandingYourAudience BEFOREHowdotheprofessionalsmakedecisions Thebestpredictoroffuturebehaviorispastbehavior DURINGWatchcloselyforreactionsBepreparedtopauseforquestions clarificationsHostile Supportive PERSUASION MakingaSolidCase BeginwithacompellingstoryPaintapictureofwhatyouwanttohappenPresentfactualevidenceAnticipate answerobjectionsthatmightcomeupEndwithaclearstatementofwhatyouwantthecommitteetodo PERSUASION EffectivelyCommunicating AppealingtoemotionalsidesWordchoice addcolorandexcitement Youhavetobeabletotellagoodstory Shockingstatistic compellingstory orhumorousexample Yourplanandhowitwillsolvetheproblem Analyzingtheproblemandpresentingyourplanasthesolution Summary Influence persuasion andpresentationskillsarevitalinbehavioranalysisTheseskillsarelearnedbestwithpracticePaycarefulattentiontooutcomesWerelyonotherstoadoptandimplementourprocedures thisistypicallydependentonourinfluenceandpersuasionskills ForFurtherReading Beckwith H 1997 Sellingtheinvisible Afieldguidetomodernmarketing NewYork WarnerBooks Goldstein J J Martin S J Cialdini R B 2008 Yes 50scientificallyprovenwaystobepersuasive NewYork FreePress HarvardBusinessSchoolPress 2005 Power influence andpersuasion Boston Author Heinrichs J 2007 Thankyouforarguing WhatAristotle Lincoln andHomerSimpsoncanteachusabouttheartofpersuasion N