Using Persuasion to Build Teams and Consensus

Using Persuasion to Build Teams and Consensus

11-22. Persuasion is an important method of communication for organizational leaders. Well-developed
skills of persuasion and openness to working through controversy in a positive way help organizational
leaders overcome resistance and build support. These characteristics are important in dealing with other
organizational leaders, multinational partners, and in the socio-political arena. By reducing grounds for
misunderstanding, persuasion reduces wasted time in overcoming unimportant issues. It also ensures
involvement of others, opens communication with them, and places value on their opinions—all critical
team-building actions. Openness to discussing one’s position and a positive attitude toward a dissenting
view often defuses tension and saves time. By demonstrating these traits, organizational leaders also
provide an example that subordinates can use in self-development.

11-23. In some circumstances, persuasion may be inappropriate. In combat, all leaders must often make
decisions quickly, requiring a more direct style when leading and deciding on courses of action.