Trésorier/Treasurer magazine - N°89 - April/May/June 2015 - (Page 69)

1.WHAT EXACTLY IS INFLUENCE AND PERSUASION...? Whilst it is attractive to believe that business decisions are based on logic, following research by Antonio Damasio and published in his book "Descartes' Error" in 1994 - it is clear that emotions play a surprisingly large part in decision making. From Sun Tzu's "Art of War" in 512BC and Machiavelli's "The Prince" in 1513, to Robert Fisher and William Ury's "Getting to YES" in 1981 and Robert Cialdini's "Influence" in 1984 - the subject has fascinated people for centuries. So in order to be influential and persuasive, we need to go beyond logic and numbers and engage the emotions of others in support of our ideas. Whilst they shouldn't be confused with Manipulation and Coercion; being able to present proposals, ideas and requests in a way that is most likely to encourage people to move towards your position is a skill that is critical for Treasurers... 3.ANY TIPS ON HOW THIS CAN BE ACHIEVED...? Essentially, these are the same skills that are used in selling and negotiating. Of course it really helps if your idea and proposal is good in the first place, but even the best ideas need presenting well if they are to be accepted... 2.WHY DO YOU THINK TREASURERS NEED THESE SKILLS...? Because Treasures are increasingly involved with the strategic direction of the business, the ability to promote ideas, engage support and influence decisions will enable them to be more effective. Robert Plutchik in 1980 suggested that there were just 8 basic emotions; Joy, Trust, Fear, Surprise, Sadness, Disgust, Anger, Anticipation. Given that these are the basic motivators of behaviour, this is where we need to start... To give an introduction to the tactics of Influence, I'm going to refer to the material of Robert Cialdini taken form his book "Influence" published in 1984. In his book he suggests that there are six keys to influence that when engaged, will attract people to your position, engaging the emotions and enabling them to logically support the emotional decisions they make. LE MAGAZINE DU TRESORIER / TREASURER MAGAZINE - N°89 - APR How to Influence and Persuade..." / MAY / JUN 2015 LIFE BEYOND NUMBERS 69

Table des matières de la publication Trésorier/Treasurer magazine - N°89 - April/May/June 2015

Table of contents
Treasurers' kitchen nightmare
FATCA the next hassle for corporate treasurers?
Treasury is becoming much more...
One year on - EMIRage or EMIRate?
Making the most of trade reporting data
EMIR, where do we stand?
Surety bonds - gaining acceptance globally as performance security
The colour of money
Money Market Funds - adapting to a challenging landscape
Comment offrir un meilleur rendement monétaire dans un univers de taux bas?
A repolution - The new Repurchase Conditions
Finding a technology partner in a world of change
Raising your Cyber Security level with Cyber Threat Intelligence

Trésorier/Treasurer magazine - N°89 - April/May/June 2015