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The Power of Persuasion

By Alfonso Bucero

Madrid, Spain

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Most project practitioners know that effective persuasion is necessary for project success but it is a difficult and time consuming proposition, but it may also be more powerful than the command-and-control managerial model it succeeds.

I understand persuasion as the language of business leadership. In my particular experience, as a project manager, I use logic, persistence and passion to get others to buy a good idea and many times I failed.

What, then, constitutes effective persuasion? I understand persuasion as a learning and negotiating process, then it involves phases of discovery, preparation and dialogue. Getting ready to persuade team members and other project stakeholders can take weeks or months of planning, as you learn about your audience and the position you intend to argue. I have observed effective persuaders consider their positions from every angle.

Some of the questions we need to answer to be an effective persuader are:

  • What investments in time and money will my position require from others?
  • Is my supporting evidence weak in any way?
  • Are there alternative positions I need to examine?

 

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About the Author

Alfonso Bucero

Author

Alfonso Bucero, DEA, PMP, PMI Fellow, is founder and Managing Partner of BUCERO PM Consulting, based in Madrid.  Alfonso was the founder, sponsor and president of the PMI Barcelona Chapter until April 2005, and belongs to PMI’s LIAG (Leadership Institute Advisory Group).  He was also the President of the PMI Madrid Spain Chapter. Alfonso has a Computer Science Engineering degree from Universidad Politécnica in Madrid and is studying for his Ph.D. in Project Management. He has 29 years of practical experience and is actively engaged in advancing the PM profession in Spain and throughout Europe. Alfonso is a contributing editor and international correspondent for PM World in Spain.  Alfonso Bucero can be contacted at [email protected].