First-rate negotiators are adroit influencers. They know how to subtly guide their counterparts’ thinking by making smart linguistic choices. These are word choices that prime a listener to give a positive reaction. Think about the most influential people you know. I bet they’re skilled in the art of priming. They keep others on-side by framing their messages in positive and collaborative language. This means they get ‘yes’ responses more frequently.
Here’s how we’d help Mina deal with this problem. You can use the same strategies to sell your ideas to resistant audiences – whether you’re presenting at a meeting, giving a formal speech or seeking to change one person’s mind.
You, too, can tap into Aristotle’s wisdom by using the three forms of ‘rhetoric’ he described. These were ethos, logos and pathos.
Ethos
Ethos means ‘character.’ If you’re speaking to people who value expertise, ethos is your key to success. Your ethos builds even before you walk on stage. For example, when your photo is included in promotional material, it starts to build ethos. Invest in a professional head shot if you present a lot. The way you’re introduced also impacts on your ethos. Don’t leave your introduction to chance – prepare an introductory spiel for the MC. Make sure this highlights your qualifications, achievements and current job title.
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