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- W115382241 abstract "Many competent engineers generate sound technical solutions, but few of them have mastered the art of persuasion. Unfortunately, the conventions of communicating technical information tend to inhibit the persuasive process. This article reveals some of those limitations and suggests ways to overcome them en route to selling ideas to others more effectively. True persuasion occurs when someone not only chooses your preferred option but also feels good about it afterwards. Effective communicators recognize that conviction (emotion), not position (logic), drives persuasion. Engineers often struggle with being persuasive because, being trained in a fact-based profession, they assume that agreement based on technical arguments is sufficient to get others to act. Memory is another important facet of persuasion. The following core persuasive strategies are recommended: focus on feelings and perceptions; target the message and do not overwhelm with information; invite participation; and build a foundation of trust, since it is the conduit for all persuasive communication." @default.
- W115382241 created "2016-06-24" @default.
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- W115382241 date "1998-05-01" @default.
- W115382241 modified "2023-09-23" @default.
- W115382241 title "COMMUNICATING TECHNICAL IDEAS PERSUASIVELY" @default.
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