Persuasion Self-Assessment

INSTRUCTIONS

Use this tool to assess your persuasion abilities. For each statement below, indicate how accurately the statement describes you: 1 = “Not at all”; 5 = “Always.” Be sure to answer based on your actual behavior in real workplace situations. That way, you’ll have the most accurate assessment of your skills.

Part I: Assessment

Rate yourself using the scale: 1 = Not at all; 5 = Always

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© 2014 Harvard Business School Publishing. All rights reserved. Harvard Business School Publishing is an affiliate of Harvard Business School

R A T I N G

Statement 1 2 3 4 5

I appropriately establish my qualifications before I try to persuade.

When persuading, I offer proof of how people have been able to trust me in the past.

I analyze listeners’ words and behavior to assess their decision-making style and receptivity.

When persuading, I describe the benefits and unique aspects of my idea.

I use metaphors, analogies, and stories in my presentations to highlight my key points.

I consciously limit the number of points I make in my presentations.

I support my arguments with highly credible evidence.

When I cite facts, data, or statistics, I package the information for clarity and memorability.

I encourage feedback from my listeners to activate audience self-persuasion.

I use disturbing, leading, and rhetorical questions to encourage audience self-persuasion.

I actively listen to my audience and reflect the content and emotions behind their statements.I analyze my audience before persuading, to determine my strategy.

I tailor my persuasion strategy, material, and approach for different audiences.

I vary my choice of media according to the message I want to communicate.

I consciously help others in an effort to build trust and credibility, knowing that this could result in a relationship where others want to help me later.When I possess exclusive information, I emphasize its scarcity value to those I’m persuading.

When I promote something, I stress that it’s standard practice or part of a popular trend.

I associate myself with products, people, or companies that my audience admires.

R A T I N G

Statement 1 2 3 4 5

I emphasize the similarities I share with people I want to persuade.

When I encounter resistance to my idea, I use paraphrasing and questioning to understand the source of the resistance and to communicate my understanding of the resisters’ concerns.

I try to establish positive relationships and feelings with people I want to persuade.

When I anticipate encountering resistance to my ideas, I raise and understand opponents’ arguments before presenting my own views.

I use affirmative, assertive speech and win-win language while persuading.

Score for each column

(Calculate your score by adding up the numbers in all your responses.) Total Score:

Part II: Scoring

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© 2014 Harvard Business School Publishing. All rights reserved. Harvard Business School Publishing is an affiliate of Harvard Business School