There are many different

reasons to offer

0:01

in support of your idea.

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To be an effective

communicator, it's

0:05

important to understand not

only what kind of reasons

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resonate with your

own way of thinking,

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but also what others

find most persuasive.

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Here are six reasons

or persuasion channels

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that research shows

to be most common.

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Authority– individuals

who prefer this style

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generally call attention

to their title, status,

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or expertise to help

emphasize their point.

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This works well in organizations

with hierarchical structures.

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However, it doesn't

work with everyone.

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A person's receptiveness to

this way of communicating

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depends on how they generally

view persons in authority.

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Data– when you're

on the data channel,

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you reference research,

studies, statistics, and numbers

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in presenting your idea.

0:57

Analytically-oriented thinkers

operate on the data channel

1:00

and appreciate its clarity.

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Others, however,

might hear only static

1:06

when they're listening to it.

1:09

Relationships–

this channel is all

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about developing an

emotional connection.

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Those tuned into it

leverage favors and rapport

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to build support for an idea.

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They see managing the human side

of work as part of their job.

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Interests– those with a

preference for this style

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use interests, needs, and

incentives to get things done.

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They focus on others' WIIFM.

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Working on this channel is

well within the comfort zone

1:41

of those who like negotiating.

1:44

But others who are less

skilled at managing conflict

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might find it stressful.

1:50

Vision– the big picture is

important for any organization

1:53

and can be an effective

channel for communication,

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especially when you can

link your idea to it.

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When you're on this channel,

you appeal to your company's

2:04

mission, vision, and values.

2:07

Politics– organizations are

by their nature political,

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even though some people are

uncomfortable with politics.

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This channel tunes into reasons

related to coalitions, power,

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and conflicts.

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When you're on this

channel, you're

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paying attention to who's for

and who's against an idea.

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In summary, there are

six common reasons

2:34

used in advocating for an idea.

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If you want to ensure

yours is well received,

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do your best to tune into the

channels that others are on.

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A typical mistake

is to get stuck

2:48

on the one you're

most comfortable with

2:50

and lose connection

with the very people you

2:52

want to gain support from.

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