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How can you teach persuasion and influence techniques using role-playing exercises?

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Persuasion and influence are essential skills for interpersonal communication, whether you want to convince someone to buy your product, support your cause, or change their behavior. However, learning these skills is not just a matter of reading books or watching videos. You need to practice them in realistic scenarios and get feedback on your performance. That's why role-playing exercises are a great way to teach persuasion and influence techniques. In this article, you will learn how to design and facilitate effective role-playing exercises that will help your students or employees master the art of persuasion and influence.

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Kirsten Smith, B. Sc (Hons), TEFL

Aussie Mining Professional | Unlocking YOUR potential as a Mining/Minerals Industry Professional by transforming your…

1 Choose a relevant goal

The first step to create a role-playing exercise is to define a clear and specific goal that you want your participants to achieve. This goal should be relevant to the context and the audience of your persuasion and influence situation. For example, if you are teaching salespeople, you might want them to persuade a potential customer to buy a product or service. If you are teaching activists, you might want them to persuade a politician to support a policy or a campaign. The goal should also be challenging enough to require the use of persuasion and influence techniques, but not too unrealistic or impossible.

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2 Design a realistic scenario

The next step is to design a realistic scenario that will simulate the persuasion and influence situation. This should include the roles of the persuader and the persuadee, their background information, motivations, and interests. Additionally, consider the setting and format of communication such as face-to-face, phone, email, or video call. It is important to identify potential obstacles and objections that the persuader might encounter, as well as possible strategies and tactics to overcome them. Lastly, establish criteria and indicators of success or failure such as agreement, commitment, or action of the persuadee. Real-life examples, case studies, or fictional stories can be used to create your scenario as long as they are relevant and believable. The level of difficulty, complexity, and ambiguity of the scenario can be varied to meet the needs and abilities of your participants.

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3 Assign and prepare the roles

The third step is to assign and prepare the roles of the persuader and the persuadee for each pair or group of participants. You can either assign the roles randomly, or based on the preferences, strengths, and weaknesses of your participants. You can also rotate the roles among the participants to give them different perspectives and experiences. You should provide each role with a brief description of their character, goals, interests, and challenges, as well as some tips and guidelines on how to act and communicate in their role. You should also give them some time to prepare and rehearse their role before the exercise.

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4 Conduct and monitor the exercise

The fourth step is to conduct and monitor the exercise. You should set a time limit for the exercise, depending on the length and complexity of the scenario. You should also provide the necessary equipment and materials, such as phones, computers, or props, to create a realistic environment. You should observe and record the performance of each pair or group, paying attention to their verbal and non-verbal communication, their use of persuasion and influence techniques, their responses to objections and challenges, and their outcomes and results. You should also intervene and guide the participants if they encounter any difficulties or confusion during the exercise.

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5 Debrief and evaluate the exercise

The final step is to debrief and evaluate the exercise. You should gather the participants and ask them to share their feedback and reflections on the exercise. You should encourage them to discuss what they learned, what they did well, what they struggled with, and what they can improve. You should also provide your own feedback and suggestions, based on your observations and recordings. You should highlight the strengths and weaknesses of each pair or group, the best practices and the common mistakes, and the key lessons and takeaways. You should also ask the participants to set some goals and action plans for applying the persuasion and influence techniques in their real-life situations.

Role-playing exercises are a powerful and fun way to teach persuasion and influence techniques. By following these five steps, you can create and facilitate engaging and effective role-playing exercises that will help your participants develop and enhance their interpersonal communication skills.

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Kirsten Smith, B. Sc (Hons), TEFL

Aussie Mining Professional | Unlocking YOUR potential as a Mining/Minerals Industry Professional by transforming your English communication skills
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In all honesty (and in my personal experience) this is where the learnings are most profound. By asking the participants what they found influenced THEM the most, they can put all of their own learnings in trying to influence into context. I actually find that the best outcomes are made if the sessions are recorded (with full transparency about the intent and confidentiality). By going back and reviewing your work as an outsider AFTER some of the connections have been made in the role-play activity, the understanding is an order of magnitude more embedded. Try asking: how did you feel you were as an influencer? what influenced you the most? how can you incorporate that into your style? then review the session video and answer again.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How can you teach persuasion and influence techniques using role-playing exercises?

1

2

3

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1 Choose a relevant goal

2 Design a realistic scenario

3 Assign and prepare the roles

4 Conduct and monitor the exercise

5 Debrief and evaluate the exercise

6 Here’s what else to consider

Interpersonal Communication

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How can you teach persuasion and influence techniques using role-playing exercises?

1

2

3

4

5

6

1 Choose a relevant goal

2 Design a realistic scenario

3 Assign and prepare the roles

4 Conduct and monitor the exercise

5 Debrief and evaluate the exercise

6 Here’s what else to consider

Interpersonal Communication

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