Self-monitoring in persuation - Essay Example

Self Monitoring in Persuasion Introduction Persuasion is the process through which a person uses his skills to convince others into his way of doing things. It is not an easy process as each and everyone has his or her own belief which unless he stands to gain cannot be easily changed or influenced (Austen 2004 p 20). Persuasion therefore requires a person to have intensive skills such that he would be able to recognize opportunities or weaknesses which he can take advantage of while trying to persuade others. In some circumstances, the principle of self monitoring is essential in persuading people especially those who concentrate their attention on the persuader’s attitude. Under such circumstances, the persuader may be compelled to present himself in different contexts which may be helpful in pleasing his audience (Cialdini 2002 p 44). This essay is a critical evaluation of principles of persuasion that may help a person to win the minds of other people especially when trying to negotiate deals. Principles of Persuasion In order to successfully persuade a person or a group of people into believing and adopting the deals you are offering them, there are principles that can provide guidance. These are important especially in cases where customer relations are concerned. This is due to the fact that it is possible to negotiate a deal with a customer who has the will and ability to give in to the conditions but without the persuasion skills you might get disappointed to realize that no matter how good your deals are, customers will always go for other suppliers (Cody 2003 p 87). The important factors to consider while persuading are for example the ability to acquire the trust of the person being persuaded. This entails telling the other person some weaknesses of the deal you are proposing whereas at the same time ensuring that more emphasis is laid on its strengths. The timing should be selected wisely before telling of the weaknesses so that the person does not lose interest even before laying the necessary foundation of building trust. As such, the person will gain confidence in you thus will have no better choice than to give in to the deal. In the cause of the discussion, one should try to notice opportunities to make the other party feel obliged to return a favor by accepting the deal. Self monitoring is a principle that accounts for someone’s esteem on the perceptions that others may have on his actions (Cody 2003 p 29). It occurs in two forms whereby some individuals exhibit high self monitoring while others exhibit low self monitoring. In high self monitoring, the individual shows a lot of concern on what others thinks about him and his activities as well as the ability to change personal attitudes depending on the situation he is in. As such, they can exhibit varied character traits which are well controlled by the circumstances surrounding him. In contrast, those with low self monitoring do not show a lot of concern to the environmental influence (Cody 2003 p 36). As such, they show a lot of consistence in what they do. In persuasion, these are important factors that can guarantee success or failure of a person to win the support of others. This is due to the fact that there are circumstances that call for high self monitoring thus if low self monitoring is applied, it may have a negative result. Similarly, there are situations in life that require consistency in their handling such that low self monitoring would be the best principle to apply. In the marketing profession, especially where salesmen and salesladies are concerned, there are a lot of challenges faced especially while convincing customers to buy products which they may not have planned to buy (Cialdini 2002 p 15). While in the process, some of the customers may become rude due to the nature of the convincing which sometimes may make the customers perceive it as pestering. For a person to succeed in such a field, he must be able to suppress his true character which for example may make him react physically against such a customer due to anger. As such, he would be practicing the principle of high self monitoring, which is essential in helping him to continue with his job. If he maintains his true character through low self monitoring, he may lose his customers and in worse situations commit a crime by may be insulting the customer or by physically assaulting him. Conclusion Persuasion is an element that involves changing behavior and attitude of other persons towards a certain activity. It is a difficult task that requires one to have excellent skills which would help in attracting the attention of the other party as well as create interest in him enough to make him change his or her stand. It is important especially in business and social life where it is highly applicable and essential due to the benefits that may be accrued from positive results. Lack of proper persuasion skills may result to loss of customers especially where convincing is concerned for example in marketing whereby sales men and salesladies experience direct contact with their customers. In this case, the principle of self monitoring in persuasion becomes paramount. This is because of the reason that the marketer will be faced with many challenges as he tries to persuade his buyers into accepting to buy his products. This may result to cases of tempers rising whereby one is required to apply high self monitoring. Self monitoring is a principle in persuasion that defines the ability to camouflage his true character in order to suite a certain environment. They are of two types; high self monitoring and low self monitoring. Persons with high self monitors are those who are able to adjust to the surroundings within which they are in order to gain favor from his audience. On the other hand, persons with low self monitoring exhibit consistency in their attitudes regardless of where they are. References Austen J. Persuasion, Signet Classics, 2004 Cialdini R. Influence: The Psychology of Persuasion, Collins, 2002 Cody M. Persuasive Communication, Thomson Learning, 2003 Read More