Lesson notes, exercises, downloads, and recommended reading are below the video. On mobile, the video will rescale when you play it.


Ethos: the Importance of Character in Influence & Persuasion

Before anyone will listen to your efforts to persuade them, they will first ask: ‘why should I listen to you?’ What they care about here is your ethos: your character.

Watching this video is worth 4 Management Courses CPD Points*
🔎 See below for details

Influencing and Persuading
This video is part of course module number 2.6.1
Program 2: Manager as Communicator
Course 6: Influencing and Persuading
Section 1: Basics of Influence and Persuasion

Other videos in this section include:
🎬 The Good, The Bad, and The Ugly of Influence and Persuasion https://youtu.be/V6yNgVVCAl8
🎬 The Core of Influence & Persuasion: Ethos, Logos, and Pathos – Character, Reason, & Emotion https://youtu.be/GV0TGdhc1kw
🎬 Appearance Matters in Influence & Persuasion https://youtu.be/lSyAf9Htr7A
🎬 How to Influence by Making People Feel Good https://youtu.be/Ry7YVyCQE9c
🎬 How to Use Your Authority to Influence & Persuade https://youtu.be/NpiPqZYt0vM
🎬 How to Build Trust. And Why it Matters in Influence & Persuasion https://youtu.be/88UfnxnZWTc
🎬 How to Use Reason and Logic in Influence & Persuasion https://youtu.be/dzyu8ApJ-_c
🎬 How to Influence People by Appealing to their Emotion https://youtu.be/yOFsPPgrS30
🎬 Tit-for-Tat: How to Influence with Reciprocation https://youtu.be/x9h-rEvfyrs
🎬 Matching & Mirroring: How to Influence by Building Rapport https://youtu.be/DRR0P5Yidpw
🎬 KISS: Keep It Short & Simple to Influence & Persuade https://youtu.be/4mQZoX-wT28

= = LESSON NOTES = =
Ethos is how you come across to people:
• character
• trust
• gravitas
• charisma
• liking
• personal impact
• optimism
• confidence
• authority and credibility
• style
• integrity

But ethos is fundamentally about character. Heraclitus says:
‘Character is Destiny’
I recommend an excellent book by former US Senator, John McCain, with that as its title.
https://geni.us/jSPL
Two things reflect your true character, your:
• Actions
• Attitudes

Actions
Speak louder than words.
Three types of action consistently impress others and encourage them to like, trust and respect you: courtesy, generosity, and follow-through
1. Courtesy. Actions that both conform to social norms and make other people feel it is a pleasure to be around you. It is a sign of respect
2. Generosity. Show you have the resources to be generous, create a sense of reciprocal obligation, show you are thoughtful, for example
3. Reliability. When you make a commitment, follow through. If you are unsure if you will be able to, don’t make the commitment

Attitude
The attitude you portray to the world says something important about who you really are. Your attitude will affect my behavior and my attitude
1. Flexibility
2. Persistence (not to the point of futility)
3. Optimism

= = RECOMMENDED EXERCISE = =
Over the next two weeks, look for and take opportunities to be:
1. Generous (2 MC CPD Points)
2. Courteous (2 MC CPD Points)
At each occasion, notice the impact it has.
3. At the end of the 2 weeks,spend time reviewing what you have learned (2 MC CPD Points)

You’ll find a lot of valuable resources in our course on Personal Impact: https://www.youtube.com/playlist?list=PL6vWkk9L7LeHP4d6ecPXo6SD7ADEZE-ve
This addresses topics like Impact, Trust, Charisma, Gravitas

00:00 – The importance of character (ethos) in influence and persuasion
02:23 – Actions
02:45 – Courtesy
04:25 – Generosity
06:02 – Follow-through, or reliability
06:46 – Attitudes
07:04 – Flexibility – or adaptability, or agility
08:34 – Persistence
10:13 – Optimism
11:28 – Summing up character in persuasion and influence

= = DOWNLOADS = =
Free Resources
🧰 CPD Tools – https://gum.co/MC-CPD
Paid resources
🧳 Management Courses Onboarding Kit – https://gum.co/MC-ObK ($3)

= = RECOMMENDED READING = =
📖 My own book on Influence (introductory level)
– How to Influence in Any Situation (Brilliant Influence 2nd Ed) https://geni.us/dAS7
📖 Excellent books at a more advanced level
– Influence: Science and Practice (a classic) https://geni.us/DIX0kFL
– Influencer: The New Science of Leading Change https://geni.us/3nBJM
– The Influence Agenda (for Stakeholder Engagement) https://geni.us/InfAg
– Methods of Persuasion https://geni.us/EVYP
– Presuasion https://geni.us/aBZo0XO
– 5 Paths to Persuasion https://geni.us/Vg2vB

⭕️ Links to our book recommendations are affiliated through Amazon

Managers Need a Basic set of kit to do your job well. Here are my top recommendations:
https://kit.co/MikeClayton/manager-s-work-kit (the links are affiliated)

MANAGEMENT COURSES CONTINUING PROFESSIONAL DEVELOPMENT (CPD) POINTS
You can record your Management Courses CPD points on our free, downloadable CPD record log.
📓 Download it at: https://gum.co/MC-CPD
Each video has two levels of MC CPD points. For this video:
– If you simply watched the video, record 4 MC CPD points
– If you also carried out the recommended exercises, score a total of 10 MC CPD points

#influence #ManagementCourses #character

source

WIIFM? How to Use Self-interest to Influence and Persuade
Forgiveness: How to Get Forgiven
How to Change Someone’s Mind
Get a Favor: How to Get Someone to Help you or Do You a Favor
How to Win an Argument
Social Proof: Recruiting Support for Your Verbal Persuasion
Help them Persuade Themselves: the Influence of Questions
Persuasive Language: How to Influence with the Words You Choose
Rhetoric: The Golden Key to Verbal Persuasion
KISS: Keep It Short & Simple when You Want to Influence & Persuade
Matching & Mirroring: How to Influence by Building Rapport
Tit-for-Tat: How to Influence with Reciprocation
How to Influence People by Appealing to their Emotion
How to Use Reason and Logic in Influence & Persuasion
How to Build Trust. And Why it Matters in Influence & Persuasion
How to Use Your Authority to Influence and Persuade
How to Influence by Making People Feel Good
Appearance Matters in Influence & Persuasion
The Core of Influence & Persuasion: Ethos, Logos, and Pathos – Character, Reason, and Emotion
The Good, The Bad, and The Ugly: the Ethics of Influence and Persuasion

Mike Clayton

About Mike Clayton 

Dr Mike Clayton is a (former) Project Manager and now a management educator. Having trained thousands of people at live workshops, seminars, and conferences, he now delivers training mainly via video. He has 14 books with international publishers and runs two successful YouTube channels. He is also the founder of OnlinePMCourses.com

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