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Anne Lueneburger, PhD

North of Neutral LLC

Navigate. September 14th, 2011

The ArtThe ArtThe ArtThe Art

(And Science) (And Science) (And Science) (And Science)

Of PersuasionOf PersuasionOf PersuasionOf Persuasion

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If there is one secret to success, it lies in

the ability to get the other person’s point of

view and see things from that person’s

angle as well as from your own.

- Henry Ford

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LIKINGLIKINGLIKINGLIKING

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3:13:13:13:1Next time you are working with a colleague, count the times

you praise versus the times you demand or criticize. What is

your ratio?

What are some steps you can take to get closer to that 3:1

ratio?

RECIPROCITYRECIPROCITYRECIPROCITYRECIPROCITY

What are some larger, ambitious requests you would like your

organization to agree to in an ideal world?

Now, what would be some smaller, follow-up requests that get

you closer to your objective?

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SCARCITYSCARCITYSCARCITYSCARCITY

What are ways you can think of to endow your intangibles

to carry the label of exclusivity and propriety?

SOCIAL PROOFSOCIAL PROOFSOCIAL PROOFSOCIAL PROOF

Who are the innovators and early adopters that you

need to bring on board to strengthen your cause?

How can you best communicate that you have critical

buy-in?

AUTHORITYAUTHORITYAUTHORITYAUTHORITY

What are ways for you to bring your expertise more

into the spot light?

What are other ways that let you strengthen your

authority?

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What are ways you can secure commitment to your cause?

How can you up the odds that your target audience will

behave consistent to their commitment?

Anne LueneburgerAnne LueneburgerAnne LueneburgerAnne Lueneburger

www.northofneutral.comwww.northofneutral.comwww.northofneutral.comwww.northofneutral.com

Thank you!Thank you!Thank you!Thank you!

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Key Sources:

Carnegie, D. (1936). “How To Win Friends & Influence People.” Cedar.

Cialdini, R.B. (2009). “Influence: Science and Practice.” Pearson.

Cooperrider, D.L. and Whitney, D. (2005). “Appreciative Inquiry.” Berrett-Koehler Publishers.

Fowler, J.H. and Christakis, N.A. (December 2008). "The Dynamic Spread of Happiness in a Large Social Network: Longitudinal Analysis Over 20 Years in the Framingham Heart Study," British Medical Journal.

Fredrickson, B. (2009).” Positivity.” Crown Publishing Group (Random House).

Gladwell, M. (2000). “Tipping Point: How Little Things Can Make a Big Difference.” Little, Brown and Company.

Twain, M. (1876). “The Adventures of Tom Sawyer.”

Winch, G.(2002).”The Squeaky Wheel: Complaining the Right Way to Get Results, Improve Your Relationships, and Enhance Your Self Esteem.” Walker Publishing Co.

Zimbardo, Ph.G. (2008).” The Lucifer Effect: Understanding How Good People Turn Evil.” Random House.