Archive: influence

Potential or Performance, Which is More Persuasive?

What is a more persuasive indicator of future success, a record of accomplishments or the potential to achieve? If you want to persuade your superior to promote you over someone else, should you emphasize what you have accomplished or what you are capable of...

Influence Your Audience: Using Words Persuasively

President Obama’s decision to replace the term “income inequality” reflects the importance of choosing words carefully to influence your audience. The president decided to tweak his message to give it a more positive tone, so he began using such...

Writing that Persuades: Urge the Audience to Expect Regret

To persuade someone to do (or not to do) something, suggest that she consider a possible negative outcome. Expecting regret can bring compliance. Pretend you sell car insurance, and you urge a customer to buy a policy. It’s possible he will decline, even if he...

Op-ed Writing: Make Your Position Clear

An op-ed piece is a great opportunity to gain exposure for a CEO and raise awareness of an issue, but opinion writing is challenging. Commentaries and editorials are not like ordinary news writing or feature writing. Op-ed writing requires a well-crafted argument that...

Persuasive Writing: Overcoming Resistance to Your Message

If you want to persuade someone to say yes, improving the positive features of your offer is not the only way to overcome resistance. When people make decisions, they often have mixed feelings because there are pros and cons to almost everything. So they balance the...