Ethical Considerations

“To be persuasive, we must be believable. To be believable, we must be credible. To be credible, we must be truthful.” – Edward R. Murrow

Persuasion is most effective when it’s based on mutual gain and ethical behaviors. Ethical persuaders recognize the opportunities for mutual gain inherent in any situation. They legitimately leverage these opportunities to create win-win solutions. They also consider the long-term implications of everything they do. They know that the unethical tactics can instantly destroy a reputation of trust and credibility built over years.

Unfortunately, some persuaders use unethical behaviors. They exploit opportunities to deceive and manipulate others. For them, persuasion is a contest in which they win—and you lose. Such individuals focus on closing the short-term deal. They don’t care how their behavior today might damage their reputation tomorrow. And they fail to build proposals based on mutual gain. In the long term, of course, these are losing strategies.

ACTION POINT: Avoid unethical behavior and focus on mutual gain and long term implications when using persuasion.