MGT3102 Week 2 Discussion

Persuasion

Persuasion is among the most important leader communication goals and functions. Leaders regularly

communicate to persuade others, to sell others on the vision, and to in�uence them to behave in ways

that achieve goals that help accomplish the vision. Persuasion is one of the competencies associated

with the EI dimension—relationship management. Persuasion is different from manipulation or coercion. Coercion involves forcing or making a person feel forced to adopt a certain belief or

behavior.

Manipulation causes a person to adopt a belief or behavior without fully understanding all of the

reasons, often because information has been hidden or distorted. Persuasion involves openness and

helping followers to understand and to make well-informed choices. Think about how such persuasive

communication relates to many of the concepts we have studied thus far, including resonance or dissonance, values, theory X or Y, authoritarian or democratic leadership, and empowerment.

Communication barriers usually re�ect one of three basic problems—too much information, not

enough information, or distorted and unclear information. Here are some proven techniques for

overcoming communication barriers and enhancing communication effectiveness.

Additional Materials

View a PDf transcript of The art of persuasion four steps

(media/week2/SU_MGT3102_W2_L3_G2.pdf? _&d2lSessionVal=JtRTMmLzo10BmntQmkOCMlV1f&ou=87397)

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