Kurt Mortensen's Articles in Workplace and Communication

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Influential Power Power exists only because your audience allows it. They grant you the ability to persuade them based upon your real or perceived power. Your audience has the discretion to follow, remain indifferent, or rebel against your power. Even if your boss has made threats, or the thief has a gun, you have the choice of choosing your behavior in response to his power play. Psychological Power Psychological Power is the ability people have to disguise what they really want from you when they are attempting to persuade or influence you. Psychological Power is based on the ability to alter an individual's perception of reality. This power (like most power) can obviously be used dishonestly. However, it is important to understand the various psychological tactics so that you will have a greater ability to detect people who are being dishonest or devious with you. The Psychological Aspects of Closing the Deal The call to action is the most important part of your presentation. This is where your audience understands exactly what you want them to do. It's where you define yourself as a persuader instead of a presenter. This conclusion should not come as a shock to your audience. Throughout your presentation, you should have gently led them to the same conclusion that you are now giving them. You should have already prompted them to want to do what you are about to tell them to do.

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