Transcript Internal Audit - University of Nairobi

UNIVERSITY OF NAIROBI
UON STAFF PEER COUNSELLORS TRAINING
UON – CCU SEMINAR ROOM
23RD NOVEMBER 2016: 09.30 – 10.15AM
The Art of Persuasion & Motivation
of Workers For Behaviour Change
Presentation by:
Prof. Okoth Okombo, UON
CC (Toastmasters International)
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DISCUSION TOPICS
1) The Nature of Human
Communication & Motivation
2) The Role of Persuasion in
Strengthening the Spirit for
Behaviour Change
3) Using the Persuasion Scale
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The Nature of Human
Communication
& Motivation
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The Nature of Human Communication
“ …communication refers to the
sharing of ideas, information,
sentiments and understanding.”
__ N.B. Jha [Professional Communication]
 Kiswahili has its true meaning
[Kuwasiliana]
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The Nature of Human Communication
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 Counselling is essentially a
communication activity [c.f. G.A.
Lutomia & L.W. Sikolia: Guidance and
counselling in Schools and Colleges]
“Counselling…is the purposeful
understanding of a person so as to
promote self-understanding in that
person [including giving advice to the
person].”
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The Nature of Human Communication
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Motivation: Giving others
hope, i.e. a feeling that the
future can be better/that
dreams are realizable/ that
(when the going is tough) all
is not lost, etc.
- Essentially, strengthening the
spirit. [Change entails a
struggle with the self]
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The Role of Persuasion in
Strengthening the Spirit
for Behaviour Change
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Case Study [Monday Standard, August 9, 2010]
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After Everline Auma
and Jane Nyakiti
were duped by the
sex-work clients in
Homa-Bay, “They
spoke to a
counsellor, Andrew
Adala who
encouraged them to
change their
behaviour before it
was too late,” [It is
working]
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Persuasion & Motivation For Behaviour Change
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Role of Persuasion in Human Communication
 To influence others
− That is, to make others wilfully do what we
want/desire/recommend
 What do we influence in others? [Negatively or
Positively]
− beliefs
− attitudes
− values
− behaviour [sexual, economic, religious, etc]
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Using the
Persuasion Scale
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Persuasion & Motivation For Behaviour Change
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One Recommended Method of Persuasion
Persuasion, as communication
for behaviour change, needs
time, patience, and method [e.g.
the five-stage persuasion scale]
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Persuasion & Motivation For Behaviour Change
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Here are the 5 Stages of the Persuasion Scale
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PROMOTING THE INTEGRATION OF NEW
ATTITUDES AND COMMITMENTS INTO ENDURING
PATTERNS OF BELIEFS AND VALUES
ENCOURAGING ENACTMENT
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SEEKING AGREEMENT
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DEVELOPING UNDERSTANDING
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RAISING AWARENESS OF A BEHAVIOURAL ISSUE
 The time span depends on the available time
and other resources for the behaviour change
project [hours, days, weeks, months, years,
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etc]
Persuasion & Motivation For Behaviour Change
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STAGE 1: RAISING AWARENESS
 Also known as consciousness-raising
 Involves:
− Getting the audience to know about a problem
− Getting them/him/her to simply pay attention
and appreciate how it affects their life/lives
− Satisfying their need to be convinced of the
problem’s importance and how it affects them
directly [before moving on to the next stage]
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Persuasion & Motivation For Behaviour Change
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STAGE 2: DEVELOPING UNDERSTANDING
 Involves guiding the listener (s):
− To get the point you are trying to make
− To be moved by your ideas and know how to
carry out your proposals
− To fully appreciate the evidence supporting
your recommended choices in behaviour,
beliefs, etc
− To gain more understanding of the arguments
for the recommended choices
− To participate in the persuasive discourse
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Persuasion & Motivation For Behaviour Change
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STAGE 3: SEEKING AGREEMENT
 Involves striving to ensure:
− That the listener (s) accept (s) your
recommendations and remember (s) the
reasons for accepting them
Where change of attitude is involved or where
accepting your ideas entails a great deal of risk,
small degrees of agreement may be seen as
success [You shouldn’t push for total
agreement]. Agreement may come in small
concessions.
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Persuasion & Motivation For Behaviour Change
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STAGE 4: ENCOURAGING ENACTMENT
 Involves:
− Signalling commitment/affirming agreement
[by the listener (s)]
− Moving listeners beyond agreement to action
[involving a more overt way of showing
agreement], e.g.
 by forming a club of people who want to
practise the recommended behaviour, or
 simply raising hands or doing something else
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to show commitment
Persuasion & Motivation For Behaviour Change
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STAGE 5: PROMOTING THE INTEGRATION OF NEW
ATTITUDES AND COMMITMENTS INTO ENDURING
PATTERNS OF BELIEFS AND VALUES
Involves guiding the listener (s):
−To see the connection between your proposal
(s) regarding their behaviour and the values
already regard as the guiding lights in their life
−To harmonize your ideas with their beliefs
Human beings tend to seek consistency
between how they behave and what they
believe in.
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Persuasion & Motivation For Behaviour Change
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Some Required Personal Skills
 Building rapport
− How do I look/sound/feel like a friend (one who
means well)?
 Asking questions
− How do I elicit useful information and selfreflection?
 Structuring a message
− How do I give necessary information in the
most effective way?
 Handling negativity
− How do I proceed when I get negative/uncooperative responses?
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Persuasion & Motivation For Behaviour Change
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Remember
“ Persuading others means changing how
they look at something or how they
respond to something or how they do
something. It does not mean changing
who they are or criticizing them for failing
to be someone else.”
__Alan Axelrod [Getting Your Way
Every Day: Mastering the Lost Art of
Pure Persuasion]
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THANK YOU
[email protected]
OVER TO YOU:
QUESTIONS, REMARKS, TESTIMONIES, ETC
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