Want to get ahead in your career? Try using these 7 persuasion techniques

The power of persuasion isn’t limited to salespeople. Every day, many are trying to get their co-workers excited about a new project or to adopt a new process. So, how can you harness the power of persuasion techniques to get ahead in your career? It can be done ethically and strategically to overcome obstacles and achieve success.

In this article, we’ll cover:

• What are the 4 methods of persuasion?

• What are the 5 keys to persuasion?

• 7 persuasion techniques you can use at work

What are the 4 methods of persuasion?

In essence, persuasion is getting another person to side with your proposal, plan, or point of view. In his treatise “Rhetoric,” the philosopher Aristotle proposed that there are four basic ways to convince others of a belief or concept, via modes known as ethos, pathos, and logos. Getting a handle on these methods of persuasion can help you understand which one(s) you can use most effectively in the workplace.

• Ethos utilizes the concept of credibility. The credibility is earned through education, practical experience, or training. 

• Pathos is based on people’s emotions. Since we humans are complex emotional beings, appealing to a person’s emotions can motivate them to act against more logical inclinations.

• Logos means word or principle, or speech. This mode appeals to a person’s “left brain,” logical side, and it’s generally supported with research, facts, and data, as well as literal and historical analogies. 

• Kairos is the concept of appealing to people at the right moment. The moment can occur organically or it may be created. 

What are the 5 keys to persuasion?

In the 1930s, a Purdue University professor named Alan H. Monroe developed a roadmap for persuasion called Monroe's Motivated Sequence, which can also be utilized on a smaller scale for the workplace, dealing either with teams or one-on-one scenarios. The process looks like this:

1. Grab your audience’s attention. It’s accomplished by a compelling story, humorous anecdote, relevant rhetorical question, or surprising statistics.

2. Introduce a problem that needs solving. Your audience should know how this issue personally affects them.

3. Present a satisfying solution. Your way solves this issue using facts and quantifiable data to back up your proposal; anticipate potential counterarguments.

4. Paint a picture of the results. Concentrate on a good outcome for using your method, a bad outcome for declining it, or both possible results.

5. Provide a call to action. Outline concrete steps to take immediately, giving several options to give your audience a sense of input and control over the situation.

7 Persuasion techniques you can use at work

Whether it’s getting your supervisor on board with your direction for a new project or boosting your sales skills to exceed your quota, persuasion is a helpful tool. 

Here are seven techniques to improve your powers of persuasion and reap success in the workplace:

1. Establish your credibility

One of the easiest things you can do is incorporate ethos, or a sense of credibility, into your work. While this is obviously a great trait to have in general, it can also greatly help you when trying to sway others to your point of view. When your colleagues know that you walk the walk, they’re more likely to listen to you. 

To effectively establish credibility, always have supporting facts and data to back up your statements. Keep your argument objective and avoid imposing a personal agenda. Listen to others. People are more likely to be receptive to you if they feel like they’re being heard.

2. Be confident but not obnoxious

Some people have a certain unnamed quality that others are automatically drawn to. While you can be born with it, you can also develop the charisma and strength of character to persuade others to listen and act on your ideas. 

First, understand your strengths and weaknesses. The philosopher Socrates has been credited with the saying, “Know thyself” and it’s good advice. People with magnetism are confident with their self-knowledge and can use this insight to ensure their actions support their ideas. It’s important to always learn something new, to learn from your experiences, and better yourself. Also, people listen to others when they feel heard and valued, so be an active listener.

3. Establish a practice of reciprocity

When persuading others in the workplace, it helps to establish a sense of reciprocity which ensures that others get assistance. The important thing with reciprocity is not to keep score. You don’t want others to think you’re always looking for something from them.

4. Be aware of your body language

There are two facets to what you say—what your voice says, and what your body says. And if they’re not in harmony, it can work against you. A great persuasion technique is improving your body language when you’re communicating with others at work. This can be as easy as not slouching in your chair during meetings or maintaining appropriate eye contact. Making even small adjustments to your body language can make or break you when attempting to persuade another person.

5. Use inclusive language in the workplace

Inclusive language like "we" takes the focus off you and engages the other person(s) more effectively than using the pronoun "I." It also lessens the chances of the other person saying the dreaded, “That sounds like a ‘you’ problem.”

6. Use three-word phrases

Ever heard of the “rule of three?” Basically, it’s the smallest number of components needed to establish a pattern. Although it works in comedy and storytelling, it is one of the persuasion techniques you can use in the workplace. Choosing three keywords from your idea allows your audience to remember what you say and then they are more likely to get on board.

7. Use emotive language

Another good way to persuade your audience is to use powerful language to create an emotional response and drive home your message rather than appealing to reason. Examples of emotive language include most important, superior, guaranteed, investment, and advantage.

Persuasion techniques can affect positive change in the workplace, strengthen professional relationships, and boost morale. When done positively, it can also encourage others to speak up because they see that other points of view are respected. Developing your persuasion skills can also make you a better self-advocate, help you meet your goals, and boost your professional development. 

Ready to accelerate your path to your next promotion? With Career.io’s Pathway to Promotion tool, you have access to a step-by-step guide, including expert strategies, checklists, and resources to help you successfully navigate the promotion process.

Key takeaways

1. Persuasion is getting another person to side with your proposal, plan, or point of view.

2. Aristotle proposed that there are four modes of persuasion: ethos, pathos, and logos. Getting a handle on these methods of persuasion can help you understand which one (or ones) you can use most effectively in the workplace.

3. Some of the methods of persuasion you can use in your career are establishing credibility, providing reciprocity, and being aware of your body language.