"Think about your typical approaches to persuasion. When you're trying to bring people over to your side, how much information are you giving them? How many emotional appeals are you making? How many questions are you asking so that they feel like they're making the decision, not you? This IdeaCast episode from 2020 considers why easing resistance, rather than pushing harder, is often the more effective approach."
"How do you get someone to back your ideas, buy your products or behave in a different way? Whether it's a boss or a peer, customer or client, supplier or investor, how do you get them to see things how you do? Most of us get extremely stuck in our opinions, preferences and habits. Today's guest says it's possible to push even the most resistant people in new directions."
Persuasion often defaults to more information, emotional appeals, or leading questions. Many people remain stuck in established opinions, preferences, and habits, making change difficult. Effective persuasion begins by recognizing the reasons why change is hard and then designing strategies to reduce resistance. Different targets—bosses, peers, customers, suppliers, or investors—require attention to specific obstacles that block movement. Reducing friction and allowing others to feel ownership over decisions increases the likelihood of adoption. Shifting focus from pushing harder to easing barriers produces greater behavioral and attitudinal change.
Read at Harvard Business Review
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