Entries by Mark Rodgers

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 […]

Persuasion: Three Keys to Effective Acknowledgement Statements

When faced with a difficult persuasion situation, acknowledging the other person’s viewpoint is critical. Why? Because doing so psychologically prepares your target to receive new information from you. The best acknowledgement statements have the following three elements: 1. Ingratiation Have you ever ordered in a restaurant and heard the waiter respond with, “Excellent choice!” as […]

3 Things You Don’t Know About Men … And Should

If you like to watch fireworks, just bring up the subject of gender differences at your friendly end-of-summer neighborhood cookout. That said, there is real science behind the differences between men and women when it comes to decision-making and persuasion. Consider these findings: • Men often overstate their abilities; women understate them “In studies, men overestimate […]

Are You an Asset or a Liability?

It would not be a stretch to say that everything I needed to know I learned from the Harley-Davidson business. I was always a Harley guy. I grew up in an area where Harley-Davidsons were very popular, knew people who rode, and even in college many of my projects, papers and productions had something to […]