Life is actually a constant exercise in persuasion, wouldn’t you say? What I mean is we don’t just need to persuade people in the meeting room; actually, we are constantly using the tools of persuasion across a wide variety of situations ranging from serious to casual. In addition to formal situations, everyday persuasions include when to meet, whether to extend a deadline, and even such common things as where to have lunch or which movie to see.
So the persuasive process we learned in BEP 59 , 60 & 62 is useful not just for formal business situations, but across all sorts of contexts that come up many times every day. You don’t always want to use the indirect approach to persuasion, but it’s often very useful.
Here’s an example of the persuasive process at work in an everyday situation: Julie is persuading her husband, Steve, to try a new vacation spot.
Mentre ascolti, see if you can identify the five steps of the Monroe sequence:
1) Getting attention
2) Establishing need
3) Satisfying that need
4) Visualizing the future
5) Asking for action
Because this is an informal situation, the language Julie uses is obviously quite casual and she doesn’t include any numbers or statistical data; ma, as always, a convincing description of the problem in the need step is the key to successful persuasion. And it’s important to state the problem from the perspective of the audience, which in this case is Julie’s husband.