Do you want short-term temporary results or long-term permanent results? Effective persuasion has lasting impact, but it requires dedicated study and long-term commitment on the part of the persuader.
The qualities listed at the base of the pyramid are the most easily and commonly used, but they achieve only temporary results. Such results are temporary because they do not address a person’s genuine wants or desires. Persuasion based on the qualities listed at the top of the pyramid is effective whether pressure is perceived or not. Such a method creates lasting results because it taps into and involves a person’s true interests. Determining whether you want short or long-term results dictates which area on the pyramid should be the focus of your efforts.
Imagine the CEO of a large corporation calling one of his vice presidents to a meeting. At the meeting, the vice president is informed that he must raise $20,000 in employee contributions for a foundation the company is going to sponsor. The CEO is not concerned with the means the vice president uses as long as they result in a check for $20,000. Raising such a sum requires getting $100 from each...
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