Compromise Brings Benefits
Jay Conger’s article The Necessary Art of Persuasion presents excellent strategies on how to become a better persuader. To reach any goal, business people need support and cooperation, but many fail to realize the contribution compromise brings to a “debate”: it motivates the other party to consider the opposite point of view. Conger’s insistence that compromise be part of a persuasive strategy recognizes the value of a win-win ...view middle of the document...
The novice believes logic, persistence and dispute change opinions. Conger says as much. But they are not enough to make people change their opinion or position because more pressure often increases the audience’s resistance to the message. Conger fails to make this point: the more insistent the speaker, the more resistant the audience, logic and facts notwithstanding. At this point, compromise offers a logical alternative.
An astute persuader provides a dialogue with the audience which reduces resistance and softens the listener to be more receptive to an idea. “Dialogue” is Conger’s main point in reaching an intended audience. Through dialogue, “wants” and “needs” are discovered leading a good listener to clues on how to turn the other’s position – and if not, how to reach a reasonable compromise. Too often business parties see “persuasion” as an adversarial exercise listing demands rather than attempting to find a solution. Conger exhorts the reader to dismiss this attitude and work cooperatively with the other party.
Conger’s article challenges the reader to reconsider traditional approaches to persuading others. His most compelling suggestion proposes that compromise may be the most direct route to achieving what a speaker wants. (277 words)