HEAD, HEART, HANDS

You may not be aware of it, but the way that you influence others likely falls into one of three categories: logical appeals, emotional appeals, or cooperative appeals.

"The most effective influencers know how to utilize all three approaches," says the Center for Creative Leadership's David Baldwin. "We call this influencing with head, heart, and hands."

According to a recent CCL e-newsletter, logical appeals (the "head") "tap into people's rational and intellectual positions." When you use this type of influencing, you explain your reasons for a particular course of action objectively and logically. You present factual and realistic evidence, and your argument clearly shows why your idea is the best option.

Emotional appeals (the "heart" in the CCL's influencing equation) "connect your message or goal to an important emotional motivator" such as a "person's feelings of well-being, service, or sense of belonging." For example, when you enthusiastically describe a task and express confidence in a person's ability to complete it, you are making an emotional appeal.

When you make a cooperative appeal (the "hands"), you build a connection between "you, the person you are trying to influence, and others to get support for your proposal," the CCL states. This involves getting input from others about how to carry out your goals, "engaging credible people to help you influence others," and "thoughtfully responding to concerns and suggestions."

About Fred Harteis, Harteis International, IBOAI, and Biznet Productions :