We’ve all heard that persuading other people requires winning both their hearts and their minds. But trying to leverage both emotion and logic can actually make you less influential in some situations. To create the strongest foundation for your argument, decide up front which tactic will be more compelling to your audience. Winning hearts is effective for piquing interest in an idea, increasing people’s performance or commitment, or helping a team that’s struggling with conflict. Connect with your audience by using vivid descriptions and sharing personal stories. Show how your idea will benefit them personally. Winning minds is better for overturning a past decision, addressing a highly complex problem, or convincing an analytical, data-driven person to agree with you. Use proof and your expertise to demonstrate why your idea warrants attention. Highlight the analysis you’ve done, and discuss your idea’s benefits in very tangible ways.
Adapted from “
Focus on Winning Either Hearts or Minds,” by Lisa Lai.
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