hello friends today we are going to discuss a very important aspect of neurolinguistic programming because we have discussed the very importance of ecology and outcome while discussing the neurolinguistic programming a scale so today we are going to discuss negotiation and persuasion for which neurolinguistic programming is almost a kind of remedy let us a start with the persuasion what is persuasion because it is very important to know the apres definition of persuasion persuasion is the communication process of getting someone to do something by convincing him that it is the logical and reasonable thing to do i mean neurolinguisticprogramming is a programming process that enhances and reaches the personality and of course through the effective communication so persuasion is the communication process of getting someone to do something by convincing him that it is the logical and reasonablething to do a scholars have defined persuasion in different ways persuasion according to communication is scholar is a communication process in which the communicator seeks toelicit a desired response from his receiver a conscious attempt by one individual to change the attitudes beliefs or behavior of another individual or group of individuals through transmission of some message a symbolic activities whose purpose is to effect the internalization of voluntary acceptance of new cognitive a states or patterns of overt behavior through the exchange of message we are a still discussing the various definition of persuasion given by a scholar of communication as he said a successful intentional effortat influencing anothers mental state through communication in a circumstance in which the persuade has some measure of freedom combining these definitions now we have persuasion is a symbolic process in which communicators try to convince other people to change their attitudes or behavior regarding an issue through the transmission of a message in an atmosphere of free choice there are five components of definition if we go deep into these definitions of persuasion the first is out of five the first is persuasion is a symbolic process now let us start from the symbolic process it takes time consists of a number of a steps and actively involves the recipient of the message as in communication we have sender we have receiver and then the feedback so similarly even in persuasion actively involves the recipient of the message many assume that persuasion is like a boxing match one by the fearest competitor because the kind of discussion tussle in fact persuasion is different it is more like teaching than boxing think of a persuader as a teacher moving people is a bias tape to a solution helping them appreciate why the advocate why the advocated position solves the problem best persuasion also involves the use of symbol with messages transmitted primarily through language with its rich culturalmeanings symbol include words like freedom justice and equality nonverbal signs like the flag is star of david or holy cross and imagesthat are instantly recognized and processed like the nike shoes or ah mcdonalds golden arches symbols are persuaders tools harnessed to change attitude and mold opinions persuasion involves an attempt to influence because we have discussed ecology and the power of influence so when we talk of persuasion or negotiation influence does play a vital role so persuasion does not automatically or inevitably succeed like companies that go out of business soonafter they open persuasive communications often fail to reach or influence their targets however persuasion does involve a deliberate attempt to influence another person the persuader must intend to change another individuals attitude or behavior and must be aware at least at some level that she is trying to accomplish this goalfor this region it pushes the envelope to say that very young children are capable of persuasion true a mother responds to an infants cry for milk by dashing to the refrigerator or lending her best if thats her feeding preference yes we have all shopped in toy stores and was as two year old point to ah toys seen on television and the scream i want that and we have been witness to the pitfall sight or parents who pride themselves on being competent professionals helplessly yielding to prevent any further embarrassment yet the babies cryfor milk and the toddlers demand for toys do not qualify as persuasion this is very important point to think actually what is persuasion these youngsters have not reached the point where they are aware that they are trying to change another persons mental state their actions are better described as coercive social influence than persuasion in order for children to practice persuasion they must understand that all other people can have desires and beliefs recognize that the persuade has a mental state that is susceptibleto change demonstrate a primitive awareness that they intend to influence another person and realize that the persuade has a different perspective than they do even if they cannot put all this into words as children grow they appreciate these things rely less on coercive social influence attempts than on persuasion and develop the ability to persuade others more effectively the main point here is that persuasion represents a conscious attempt to influence the other party along with an accompanying awareness that the persuade has a mental state that is susceptible to change it is a type of social influence social influence is the broad process in which the behavior of one person alters the thought or action of another social influence can occur when receivers act on cues or messages that were necessarily intended for their consumption persuasion occurs within a context of intentional message that are initiated by a communicator in hopes of influence the recipient this is pretty heavy stuff but it is important because if you include every possible influence attempt under the persuasion heading you count every communication as persuasion that would make for a very long booknow people persuade themselves this is also a fact how to persuade yourself one of the great myths of persuasion is that persuaders convince us to do things we really dont want to do they supposedly overwhelm us with so many arguments or such verbal communication that we equips it they force us to give in this overlooks an important point people persuade themselves to change attitude or behavior communicators provide the argument they setup the bet we make the change or refuse to yield as (( ))puts it you cannot force people to be persuaded you can only activate their desire and show them the logic behind your ideas you cannot move a string by pushing it you have to pull it people are the same their devotion and total commitment to an idea come only when they fully understand and buy in with their total being you can understand the power of self persuasion by considering an activity that does not at first blush seem to involve persuasive communication therapy therapists undoubtedly help people make changes in their lives but have you ever heard someone to say mytherapist persuaded me on the contrary people who seek psychological help look into themselves consider what else them and decide how best to cope the therapist offers suggestions andprovides an environment in which healing can take place now next persuasion involves the transmission of a message the messages may be verbal or nonverbal because it is through communication it can be relayed inter personally through mass media or via the internet it may be reasonable or unreasonable fractural or emotionalthe message can consist of argument or simple cues like music in an advertisement that brings pleasant memories to mind persuasion is a communicative activity thus there must be a message for persuasion as opposed to other forms of social influence to occur life ispacked with messages that change or influence attitudes in addition to the usual context that come to mind when you think of persuasion advertising political campaign and interpersonal sales there are other domains that contain attitude altering messages news unquestionably shades attitude and beliefs so persuasion requires free choice because we are discussing the five important point based on the definition of persuasion persuasion requires free choice what do we mean by free choice why persuasion requires free choice self persuasion is the key to successful influence that is true then an individual must be free to alter his own behavior or to do what he wishes in communication setting but what does it mean to be free philosophers have debated this question for centuries andif you took a philosophy course you may recall those famous debates about free will versus determinism there are more than two hundred definitions of freedom and as we will see it is hard to say precisely when coercion ends and persuasion begins i suggest thata person is free when he has the ability to act otherwise while discussing neurolinguistic programming you just recall that i discussed behavioral flexibility a kind of freedom a kind of openness if we apply this to this persuasion maybe to some extent it is applicable so to do other than what they persuader suggests or to reflect critically on his choices in a situation to know ones will to know ones own desire to know ones own consciousness this is what persuasion requires free choice otherwise that will be morally unethical that can be immoral that can be unethical not scientific but if progress occurs it is the client who makes the change and it is the client who is responsible for making sure that she does not revert back to the old ways of doing things of course not every self persuasion is therapeutic self persuasion can be benevolent or malevolent an ethical communicator will plant the seeds of healthy self influence a dishonest evil persuader convinces a person to change her mind in a way that is not acceptable that is not ethical
Now again persuasion because we have seen that these five important points we discussed just now based on the healthy apr[es]- definition of persuasion so then what is persuasion movingby argument and treaty or expostulation reasoning honestly to a belief position or course of action dictionary what does it mean it mean persuasion is a negotiating and learning process through which a persuader leaves colleagues to a problems shared solution persuasion does involve moving people to a posit position they dont currently hold but not by begging ah or cajoling now views on persuasion what are the elements of the persuasion process persuasion models typically involved greater emphasis upon theproperties and interaction of source message channel and setting in yielding effects in the target because these are the processes involved in persuasion now when we talk of persuasion and negotiation sometime it is difficult to make the distinction proper distinction between persuasion and negotiation now persuader gives region negotiators gave concessions persuasion is faster easier more comfortable and overall cheaper than negotiation the agreements you cant win through persuasion you will have to negotiate with concession and concessions are always expensive now four essential states in persuasion what are those essential state establish credibility now what is establish credibility second frame for common ground third provide evidence and fourth connect emotionally with your audience now what is credibility earned over time requires expertise trustworthiness and relationship need to be honest competent and inspiring so the very first important point for a good persuader is credibility and credibility is something that you cannot earn in one night earned over time several years or over the years requires expertise maybe on communication maybe to know the mind of the people trustworthiness your previous act should be so so as to convince people regarding your honesty and relationship what kind of relationship you maintain need to be honest competent and inspiring so as i said that persuasion should be ethical it shouldnt be unethical or immoral and for this one should be honest competent enough so as to make other convince and motivational so as to motivate other or inspiring you should have command over communication so that you may become an inspirational ah factor now re credibility think of the time when you willingly followed the direction of someone you admired and respected as a leader someone who energized and excited you about following someone who had a high degree of credibility with you make some notes for yourself like what was the situation how did this leader make you feel about yourself what three or four words would best describe how you felt what did this individual do as a leader that you admire and respect what leadership actions did this person take that make others want to perform well these are the exercises questions you may ask to yourself how people feel when working with admired leader valued motivated inspired very true if you feel or if you find someone who is an expert who is very motivated who is welleducated who is very inspirational then how you feel valued to be valued to be honored motivated to see the quality of that person and also inspired or motivated to see the attitude of that person so valued motivated inspired challenged capable and enthusiasticsupported respected powerful proud a number of list is there so people feel all such thing while working with admired leaders that is why it is said that a persuader should have the quality like the expertise like the motivational quality like honesty like moralityso when a person work under the umbrella of such motivational figure they will get or they will feel to be valued to be motivated to be inspired to be challenged to be capable to be enthusiastic to be supported to be respected to be powerful and to be proud now connect emotionally with your audience this is very important while convincing somebody or motivating somebody a rapo should be established with the audience and that makes the channel is smooth or comfortable show your own emotional commitment to a position that is to say that how much expertise you have in that particular area and you are doing your business with all honesty and sincerity and dedication without being overtly emotional i will be discussing emotionality also how to control ones emotion and how to maintain a self regulation that is also very important aspect of neurolinguistic programming because i must say that there is no place for emotion in a professional world so without being overtly emotional align your emotional approach with your audience this requires dialogue with individuals involved get beyond your frame of reference to theirsnow this such quality that show your own emotional commitment to a position that will show your honesty without being overtly emotional means you are balanced you are not prejudiced youare not biased align your emotional approach with your audience so in a different way you make yourself balance while dealing with your audience that is to say to establish rapo this requires dialogue with individuals involved and you give importance to the audience tomaintain the dialogue get beyond your frame of reference to there you cannot force someone as per your desire or choice so you come out of the frame frame means your mental quality or your mental outline some ways not to persuade up front hard sell up front hard sell means that you just ah impose yourself on the audience that is really not acceptable then resist compromise discussion communication negotiation persuasion ecology influence this is all based on compromise compromise so resist compromise is not healthy then rely ah only on presenting great argument argument and discussion these two are different things argument is a kindof attitude where you want to prove always high and discussion where you give some room to other to accommodate others idea to so rely only on presenting great arguments then its still fixed in your frame of reference then assume persuasion is a one shot effort so you should avoid while persuading a person not be up front not resist compromise and relying always on the argument given by you is not at all healthy it staying fixed in someones frame of reference that is again has adverse and assuming persuasion in one shot effort or one sided well again is not successful at all the persuasion process this process focuses upon three variables ah which become interrelated in the persuasion process first is source second is message the third one is target so what is the source the source is the originator of the given persuasion attempt there must be some region some objective or something some task for which the persuasion processes start so source is the originator in any persuasion message the message is the meaning of the stimuli this source actually puts into the channel so source is there some objective and message is there to justify that object or that task and target the target is the person for whom the communication serves as a stimulus so these three important aspects that is the source the message and the target these three aspects are very important whilepersuading a person so characteristics of persuasion process through persuasion one individual that is the source tries to change the attitude of another person that is the target now certain characteristics of the source the target and the message affect the persuasion process target characteristic individuals differ widely in their sensitivity to persuasion managers must recognize these differences and realize that their attempts to change attitudes may not receive universal acceptance message characteristics messagesthat are obviously designed to change the targets attitude may be met with considerable negative reaction less threatening approaches are less likely to elicit negative reactions now this is the diagram i would like to draw on the board because this is the cognitiveah resource to persuasion and while ah drawing on the board you can understand better that cognitive resources to persuasionto persuasion now messages because message is very important how it goes message and the central central flow you see the cognitive resources means you have to hit the very mentalcondition of a person so there are two different types of flow thecentral flow and how it moves it moves that high deliberations high elaborations high elaboration then this careful processing careful processing and attitude attitude change depending on quality of argument quality of argument now you see that central flow isthis high elaboration because cognitive you are going to hit the mental status of a person high elaboration then it is very careful processing and then attitude to change depending on thequality of argument this is what i was telling you that the argument should be based on the ethical region the ethical ah background then it is the um peripheral peripheral flow peripheral route you can see low elaboration then absence of careful absence of carefulprocessing then attitude change depending on the characteristiccharacteristics of on of non substantial aspect of the messagenow see this is the cognitive route to persuasion and the central flow or the central route you can say this goes like high elaboration how you take up the discussion or the discussion or the argument then careful processing because you have to impress upon the other mind so it is a careful move and then attitude change depending on the quality of argument or discussion that how you motivate or inspire a persuade and then the peripheral route low elaborationthat is to say that you dont have expertise and you are unable to elaborate the subject absence of careful processing and there is no careful processing very in a casual way have hazard way attitude change depending on the characteristics of non substantialaspect of the message that is to say that there is no substantial message while discussing the persuasion the very aspect of persuasion well here friend i would like to a stop and in the next lecture i am going to a start with the persuasion again ah leading to negotiation. Thank you very much.
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