Has ' Convincing ' Become A Complex Craft ?

A major chunk of our activities in the personal and professional spheres revolve around explaining and convincing others about our ideas, opinions, proposals or projects. In this highly interactive era where joint working is an inextricable part of execution, we need the cooperation, concurrence or approval from others for our scheme of things. Isolated working is a thing of the past which holds no relevance today. It is also true that explaining with a purpose is more a skillful art than just a routine function. It not only necessitates patience, knowledge of the topic and etymological skills but it requires interpersonal rapport and a sense of dispassionate evaluation from others' points of view. It is unfortunate that success rates are abysmally low which warrants repeated attempts with revamped approaches.

Why is it that the process of convincing others by logical explanations has become so challenging and convoluted ? Are there any significant inadequacies or bottlenecks in the methodology adopted ? Are trust and confidence in fellow human beings on the wane ? Who should bear the cross for the process failure - ' Explainer ', Receiver or the ecosystem ? Let us perform a pathological analysis to identify lacunae and the probable reasons in order to embark on a holistic improvement of the process.

In any relationship matrix, the basic human nature is to put oneself first, ahead of others. In this backdrop, empathy becomes a victim and a reluctant choice. But while interacting with others about a proposal or plan, there is an imperative need to put oneself in others' shoes in order to appreciate differing points of view and perceptions. One needs to look at opposing opinions to embark on acceptable solutions. This is a major constraint in explaining one's perspective to convince others and to garner their support. The more empathetic you become, your logical reasoning appeals to others and the exercise transforms into a joint venture instead of being your pet project. So, empathy is the first step towards concurrence, conviction and commitment.

Secondly, many people develop a fear of failure and become overanxious about the possible consequences of negative results.These mental blocks induce nervousness which results in poor focus and inability to put up a convincing argument to explain the merits of the proposals. Mental and emotional balance is pivotal in any human transaction but lack of confidence leads to a fiasco .It is crucial to have a positive attitude and grit to succeed in the transactional landscape. 

Transparency promotes better rapport and understanding. People who hide critical information get caught sooner or later which results in distrust. It is important to lay down all the relevant facts and explain your stand effectively instead of providing partial data which confuses the listener. Transparent approach is a long term strategy and a potent tool to build lasting relationships and trust.

While presenting arguments, One should invite feedback and suggestions as the discussions proceed. This attitude not only highlights transparency but it exhibits the intentions to have a collaborative approach by accommodating contrarian viewpoints as well. One should recognize that the objective is to find an acceptable solution and not impose one's ideas on a reluctant team. 

Before attempting the task of convincing others, sufficient groundwork needs to be done to assess possible objections, analysis of historical data, likely fallouts and a sketchy Plan-B, if possible, to provide a holistic solution. Gathering responses on an informal basis helps in incorporating modifications beforehand to project a well designed plan. Giving due weightage to contrary ideas is akin to winning half the battle and to avoid getting labeled as a stubborn presenter.

Time is a precious commodity to everyone and brevity wins the battle as compared to endless cacophony which only frustrates others. Hence the focus should be on the core theme and the gist instead of launching a verbal warfare. In today's world, patience is at a premium and no one has the time and inclination to tolerate the rigamarole. In fact, a brief note on the topic prior to the discussions could prove to be a game changer. Of course, the objective is to get acceptance for the proposal for which one needs to be persuasive and not unduly descriptive.Targeted reasoning and logical arguments are effective as against a series of debates. 

Lastly, a sound value proposition is a certain deal clincher, which is the crux of any activity or process. The team or the men at the helm of affairs look for value generation in any gamut of activity. One's presentation should highlight the quantum and nature of value potential in the proposal to generate interest and commitment. The purpose, meaning and goal of life, process or activity hinges on value creation for betterment. Any transactional effort should be directed towards this destination for sustained success.

Rajarao Kumar

Bengaluru