Accession Number:

ADA422043

Title:

Persuasion: A Leader's Edge

Descriptive Note:

Corporate Author:

INDUSTRIAL COLL OF THE ARMED FORCES WASHINGTON DC

Personal Author(s):

Report Date:

2002-12-04

Pagination or Media Count:

11.0

Abstract:

For many people the term persuasion, is synonymous with influencing or, even worse, selling. Often, especially for those of us in the military or government, the very thought is anathema to our concept of leadership and authority. Nevertheless, todays leaders should realize the need for persuasion. In one manner or another, leaders depend on persuasive rhetoric to convince, encourage, and energize superiors, peers, and subordinates. Persuasive argument is a vital aspect of strategic leadership. Any leader faced with the inherent complexities of leading his or her organization through transformational change must be capable of persuading. It has an important role in rallying others to support difficult or potentially controversial decisions. Persuasion is one of many leadership tools that most senior leaders use successfully although perhaps unknowingly. Leaders must use persuasive arguments, which as Majone expresses, may be more or less technical, more or less sophisticated, but they must persuade if they are to be taken seriously in the Forum of public deliberation. p. 7. This paper addresses this connection between persuasion and leadership in its first section. Also discussed in this section are persuasions three cornerstone activities. The latter section, using the example of two different Army Chief of Staffs, discusses how persuasive argument supported or might have supported their efforts as transformational leaders.

Subject Categories:

  • Psychology

Distribution Statement:

APPROVED FOR PUBLIC RELEASE