April 28, 2018 / Articles We Like / Influencing Skills

On “Let This Former Googler Help You Tap The Science Of Persuasion”

To successfully lead you need to master the art of influence. According to long-time product leader for Chrome at Google, Tyler Odean has found that what most people think of as vision is actually persuasion.

In the Fast Company article, “Let This Former Googler Help You Tap The Science Of Persuasion,” Odean presents the science that has informed his approach and the persuasive tactics you can use that will make you more convincing.

When you are preparing a persuasive presentation or message, what steps do you to take to ensure that your argument is more appealing? Consider using his five guiding principles as a checklist before that next big meeting.

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May 10, 2013 / Blog / Coaching Skills / Influencing Skills

The Power of Matching

200021828-001In his book To Sell Is Human, Dan Pink writes about the importance of attunement as part of selling, whether the selling is formal (actual sales) or less formal (influence and persuasion). One approach to attunement is matching. By subtly matching body language, tone of voice and choice of words, you can create greater attunement and more trust with people you talk to. Dan points out—and there is research behind this—that people’s mannerisms automatically attune when they feel connected to each other.

If you watch friends talking over coffee, you’ll see similar movements happening at the same time. Similarly, studies have shown that if one person at a table reaches for a glass of water, it’s more likely that someone else will also reach for a glass of water—if not at the same moment, then soon after. We match each other because we are social animals, and it’s one of the ways that we stay in sync, that we feel safe and connected.

I often talk to clients about matching to build trust and communicate more effectively with diverse stakeholders. You can match in three main ways:

1.  Body language.

2.  Vocal inflection.

3.  Word choice.

Read More on Eric’s Blog

Matching is also a powerful part of Mariposa’s In-The-Moment Coaching model. For more on this model, visit our ITM Workshop and read our article on ITM Coaching in Action.

About the author:

Eric Nitzberg, is the Principal of Sierra Leadership and an Executive Leadership Coach for Mariposa Leadership, Inc.

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