BEP 59 – Persuasion 1: Avoir de l'attention
Do you ever need to persuade or convince someone of your point of view? Do you need to win support for a proposal, or get backing for a project? Of course you do. Persuasion – convincing someone of something – is an essential part of almost everything we do, from informal discussions to formal negotiations. To be successful, il faut être persuasif. You need to get people to accept a different point view, to see things your way. How can you be more persuasive? In this three-part series, we’ll be giving you some answers.
Throughout the years, many talented speakers and researchers have been developing ways to persuade people effectively. One of the most widely used methods is Alan H. Monroe’s. In the mid-1930s, Monroe created a persuasive process called the “Monroe sequence” that has become a standard in business, médias et politique. Une fois que tu le sais, tu le reconnaîtras partout – dans les discours, déclarations, propositions, publicités. C’est populaire parce que c’est logique et efficace.
Donc, au cours des trois prochains épisodes du Business English Pod, nous étudierons le langage et les stratégies de persuasion basées sur la séquence de Monroe.
La séquence Monroe comprend cinq parties.
1) Attirez l’attention du public
2) Établir un besoin
3) Satisfaire ce besoin
4) Visualisez le futur
5) Appel à l'action
Cette leçon se concentrera sur la première étape, attirer l'attention du public.
L'écoute a lieu chez Swift, un fabricant de vélos dont le principal marché est les États-Unis. Nous écouterons un bon exemple et un mauvais exemple de persuasion. Examinons d’abord le mauvais exemple.
Questions d'écoute
Mauvais exemple
1. Sur quels besoins Franz se concentre-t-il? C'est, whose needs is he taking into consideration when he makes the proposal?
2. Why is Franz’s proposal so ineffective?
Good example
1) What does Steve do at the beginning of his presentation?
2) Whose needs does Steve focus on – the workers’ or the management’s?
Download: Podcast MP3