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Mastering & Mixing 3 Key Ingredients – Rich’s Rules for Influence # 5

January 3, 2018

The Chemistry of Convincing…

Rich Drinon Leadership Communication

Rich's Rules TitlecardMixing Credibility, Logic & Emotional Appeal

Every audience and situation is different – so you will need to decide which of these three elements require the most emphasis and when.  Limited action will take place if credibilityhas not been established. People are less likely to believe or follow your lead if they don’t trust you.  It’s also important to make a logical case, especially for the more reasonable types in your audience.  But logic is usually not enough to move people to action.  And, while emotional appeal is the aspect of persuasion that MOVES people, it can be overdone or underdone in relation to your audience.  Sometimes emotional appeal needs to be subtle, sometimes overt, sometimes upbeat and sometimes a direct warning.

Managing Motives

Two basic human motives,  fear of loss and opportunity for gain, weigh heavily when making your persuasive case.  Both are EMOTIONAL factors…

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