Influencing people: Last Part

[ctivnan]

Business Skills: Influencing People
Part III

THE LANGUAGE OF INFLUENCE
by Bob Dignen

3. Dealing with objections.

Objection
Moral: "This isn't ethical."

Counter-Argument
Disagree with objection: "Actually, I think this is ethical because... "

Objection
Analysis: "We need more data."

Counter-Argument
Make concrete: "Which further facts do you think is necessary?"

Objection
Experience: "We've tried this before."

Counter-Argument
Separate past and present: "Yes, but the context is very different now."

Objection
Priorities: "I have something more important to do."

Counter-Argument
Stress worst-case scenario: "OK, but if we don't do this, ..."

Objection
Fear of failure: "What if this goes wrong?"

Counter-Argument
Be understanding: "I agree it's important to be careful, but ..."

Objection
Ignorance: "I don't understand."

Counter-Argument
Be patient and repeat: "Perhaps I should explain this again."

Objection
Power play: "I cannot sanction this."

Counter-Argument
Escalate: "OK, but then I ave to discuss this with the board."

Objection
Fear of change: "If it ain't broke, don't fix it."

Counter-Argument
Explain opportunities: "I know, but we'll miss opportunities if we don't..."

Source: Business Spotlight, Nov - Dec, 2006

[Zahir]

:gud:

This series of Influencing People has been very helpful to me! :thanks:

I look forward to also sharing something in the Business English thread. :coy:

[ctivnan]

I'm glad to be of help!!!

Looking forward to your posts! :yey:

[Miss.Meshael]

:happy0141:Thank you so much

[yellowrain87]

This list is very useful for my presentation in business English class.