The ability to influence and persuade others at work has become an increasingly important managerial skill to achieve work goals and objectives to drive businesses forward in today’s demanding and competitive work environments.This paper investigates and provides a deeper understanding of what positive effects knowledge and application of the concepts of influencing amd persuasion can have on managers, the people they manage and the organisations they work for. The results show that the performance of managers is positively influenced by how they influence and persuade people at work. The outcome of a literature review suggests that there is no conclusive evidence of what makes an effective manager at work that is good at influencing and persuading others. Outputs from face to face and a focus group meeting with final year social psychology students from the Universidad de Oriene in Santiago de Cuba closed this gap by suggesting an effective influencing and persuasion skills set that, when applied appropriately, could guide managers how to influence and persuade others successfully.The outcome of this research is applicable and relevant to managers in any working environment such as Telecommuncations, Utilities, Banking or Automotive. The proposed skills set of what makes an effective influencing and persuading manager at work can be applied globally although the prevailing cultural diversities in different countries should be considered.
Keywords: Influencing, persuading, attitudes, work performance, managing people
Authors:
1,2Eddie Fisher and Yorkys Santana Gonzalez1
1Faculty of Social Sciences, Universidad de Oriente, Santiago de Cuba, Cuba
2Univerzita Palackeho, Olomouc, Czech Republic
Correspondence: Prof Eddie Fisher, 8 Kendal, Swindon, Wiltshire, SN5 8HW, United Kingdom Tel: +44-1793-490423. E-mail: eddie.fisher9@btinternet.com
Table of Contents
- 1. Introduction
- 1.1 Introduction
- 1.2 Literature Review
- 1.2.1 Influencing and Persuasion
- 2. Attitude
Objectives and Key Themes
This research aims to understand the positive effects of influencing and persuasion skills on managers, their teams, and organizations. It investigates how these skills can help managers meet the demands of today's competitive work environments. The study also explores the gap in existing literature regarding what constitutes an effective influencing and persuading manager.
- The impact of influencing and persuasion on managerial performance.
- The role of effective communication and interpersonal skills in leadership.
- The application of influencing and persuasion techniques in various industries.
- The importance of cultural considerations in influencing and persuasion.
- The relationship between attitude, behaviour, and work performance.
Chapter Summaries
1. Introduction: This chapter sets the stage by highlighting the evolving role of managers in today's business environment. It emphasizes the increasing importance of managers' ability to optimize resources and motivate their teams to meet demanding business challenges. The chapter introduces the concepts of influencing and persuasion, drawing on the definitions provided by Aristotle and Carnegie. It establishes the need for managers to leverage these skills while considering cultural diversity, positioning the research within the broader context of modern management and the need for improved people management skills to meet new expectations. It further outlines the structure of the research, including the literature review, the research methodology, and data analysis, ultimately framing the central research questions and hypotheses of the study.
1.2 Literature Review: This chapter reviews existing literature on influencing and persuasion, examining different perspectives on changing minds and the effectiveness of persuasive communication. It explores the Pareto principle (80/20 rule), analyzes the four possible outcomes of persuasive messaging (learning/not learning and persuasion/no persuasion), and examines the influence of personal relevance and argument quality on persuasion outcomes. The chapter also delves into the differing concepts of influencing and persuading, exploring their nuances and impact on attitudes and behaviors. Finally, it highlights the importance of empathy and sincerity as building blocks for successful persuasion, emphasizing the importance of detached involvement in achieving mutually beneficial outcomes. Various researchers including Gardner, Koch, Benoit and Benoit, Petty et al., Sampere, Couto, and Perloff are referenced to provide a comprehensive overview of the existing research landscape on influencing and persuasion.
Keywords
Influencing, persuading, attitudes, work performance, managing people, leadership, communication, persuasion techniques, cultural diversity, managerial skills, motivation, Pareto principle, empathy, sincerity.
Frequently Asked Questions: Comprehensive Language Preview
What is the purpose of this research?
This research aims to understand the positive effects of influencing and persuasion skills on managers, their teams, and organizations. It investigates how these skills help managers meet the demands of competitive work environments and explores the gap in existing literature on effective influencing and persuasion in management.
What are the key themes explored in this research?
Key themes include the impact of influencing and persuasion on managerial performance, the role of communication and interpersonal skills in leadership, the application of these techniques across industries, the importance of cultural considerations, and the relationship between attitude, behavior, and work performance.
What topics are covered in the introduction chapter?
The introduction highlights the evolving role of managers, emphasizing the increasing importance of influencing and persuasion skills. It introduces the concepts of influencing and persuasion, drawing on definitions from Aristotle and Carnegie, and establishes the need to consider cultural diversity. It outlines the research structure, including the literature review, methodology, and data analysis, and frames the central research questions and hypotheses.
What does the literature review chapter cover?
The literature review examines existing research on influencing and persuasion, exploring different perspectives on changing minds and effective persuasive communication. It explores the Pareto principle, analyzes outcomes of persuasive messaging, examines the influence of personal relevance and argument quality, and delves into the nuances of influencing and persuading. It highlights the importance of empathy and sincerity and references various researchers (Gardner, Koch, Benoit and Benoit, Petty et al., Sampere, Couto, and Perloff) to provide a comprehensive overview.
What are the key chapters included in this preview?
The preview includes an introduction, a literature review (including a section on influencing and persuasion), and a chapter on attitudes. It also provides a table of contents, objectives and key themes, chapter summaries, and keywords.
What are the key words associated with this research?
Key words include influencing, persuading, attitudes, work performance, managing people, leadership, communication, persuasion techniques, cultural diversity, managerial skills, motivation, Pareto principle, empathy, and sincerity.
What is the overall scope of this research preview?
This is a comprehensive preview providing a detailed overview of the research, including the research objectives, key themes, chapter summaries, and keywords. It gives a clear understanding of the research's focus and methodology.
- Quote paper
- Prof Dr Eddie Fisher (Author), Yorkys Santana Gonzalez (Author), 2013, The Art of Influencing and Persuasion: How Managers Can Put ‘Square Pegs’ into ‘Round Holes’, Munich, GRIN Verlag, https://www.grin.com/document/232190
