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Question
Explain the four steps of reading people.Reading people is a key interpersonal skill; it has four parts:
1. Put yourself in the place of the person you want to persuade (your boss, coworker). Anticipate how the person sees the world and what his or her expectations are during your persuasion interaction.
2. Get the other person's expectations right. If you don't, you most likely will not influence the person.
3. Incorporate the information about the other person's expectations into your persuasive presentation. In other words, use the influencing tactic that will work best with the person. For example, if you know the person likes to be praised, use ingratiation. If the person likes or expects a rational persuasion with facts and figures, use that tactic. If the person doesn't care much about facts and figures and is more emotional, use an inspirational appeal.
4. Keep the focus on the other person's expectations when trying to persuade. What's in it for them?
Answer
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