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Persuasion

Definition: “The use of facts, logical arguments, and appeals to change another person’s beliefs and attitudes, usually for the purpose of changing the person’s behavior” (McShane & Von Glinow, 2015, p.265).

Summary: The article entitled “Do Management Persuasion Tactics Affect Auditor Evaluation of Internal Control Deviations?” written by Wolfe, Mauldin, and Diaz(2009) discusses the study of “When and how management persuasion tactics lower auditor assessment of a potential significant deficiency arising from an internal control deviation.” The authors’ findings contribute to experiments, practice, and supplemental tests.

Discussion: The authors of this article studies show that there are two types of persuasion tactics which are assessed in management persuasion: (1) Concessions that “Admit a control deficiency occurred and (2) Denials that “Argues against the presence of a control deficiency.”  Studies have shown that effective business communication often involves persuasion. For this reason, persuasion is an important part of the work of managers and leaders. There are many people out here such as salespeople, lawyers, and politicians who make their living attempting to persuade others. Such jobs/careers tend to be more effective because the people are in direct communication with the ones they are trying to convince. According, to McShane & Glinow (2015), there are studies that supports, when a person is engaged in face to face communication, it can be more persuasive than any other types of communication for example, e-mails, websites, or written communications. McShane & Glinow (2015), writes “People are persuaded more when they receive both emotional and logical messages, and the combination of spoken with nonverbal communications provides this dual punch.” The Great Commission instructs us to “make disciples of all nations” (Matthew 28:19), and that involves a great deal of convincing or should I say persuasion. Personally, I believe there are times when I do reject persuasion because sometimes it is deceptive manipulation and that is wrong. God would like for us to persuade people for Christ, but do not do so by lying, tricking, or being a con artist. In other words, persuasion for the Christian should be to use diplomacy, kindness, and sincerity, but most importantly we should rely solely upon the power of the Holy Spirit. When an individual persuades, what they are really doing is influencing the other person or persons. Learning how to be persuasive takes some time, and before you can persuade anyone, you must first grab their attention and demonstrate to them why it’s worth their time to listen to your idea or suggestion. The ability to do this in the business world is crucial. Every day the manager will need to be persuasive to convince employees to work toward the company goals or to persuade colleagues or clients to consider their ideas and suggestions. If you can master the art of persuasion, you can not only win the support of others, but you also can unify your team and encourage them to work together.

References

McShane, S., & Von Glinow, M. (2015). Organizational behavior (7th ed.). New York: McGraw-Hill.

Wolf, C., Elaine Mauldin., and Michelle Diaz. (2009). Do Management Persuasion Tactics Affects Auditor Evaluation of Internal Control Deviations? American Accounting Association.               

Retrieved from: http://www.jstor.org/stable/27784252