Entries by Mark Rodgers

My End-of-the-Decade Wish

As we approach the end of one decade and the beginning of a new one, I wish all of you persuasion success in 2020 and beyond. Merry Christmas and Happy New Year from my family to yours.  Photo by Kira auf der Heide on Unsplash

Understanding the Rule of Three

When you want to convince people to say “yes,” don’t just give them one or two reasons to do so. Give them three. People love to hear things in threes. Psychologists have no idea why, but two seems like too few and four seems like too many. So three is perfect. What this means to […]

OK, Boomer: Crossing the Generational Divide

“What’s Omaha Beach?” The twentysomething looked at me expectantly. I frequently tell people that not every persuasion priority should be as difficult as taking Omaha Beach. I’ve said it thousands of times. But this was a first, as I realized I had crossed into The Twilight Zone. (Wait, he wouldn’t know that reference, either!) One generation […]

How Give-and-Take Can Result in Persuasion Success

Quick, what’s the most important lesson you learned in college? Go ahead, I’ll wait. No, it wasn’t the differences between a parenthetical or appositive phrase in English. And it wasn’t the law of small numbers, nor the accounting differences between a balance sheet and an income statement. The most important lesson you learned, whether you […]

Persuasion: How to Transition to a Commitment

In recent posts, I wrote about three ways to acknowledge another person’s viewpoint and three ways to respond to that viewpoint. Those are the first two steps in what I call the “ART” of persuasive communication. “A” stands for acknowledging, “R” stands for responding and “T” stands for transitioning. In this post, I will focus […]

Persuasion: Three Keys to Effective Response Statements

In a recent post, I wrote about three ways to acknowledge another person’s viewpoint. Another critical step in persuasive communication is acknowledging your target’s opposition and responding in an honest, substantive and compelling manner. Meaningful responses are at the heart of your persuasion effectiveness. Your responses should illuminate, inform and educate. So how can you […]