How to Develop Persuasive, Confident and Decisive Communication: The Ability to Decide with Speed and Conviction

Persuasive Communication refers to the ability to influence others by presenting compelling arguments and appealing to their emotions, logic, and credibility. Confident communication involves act of expressing ideas and information assertively and with self-assurance. Decisive Communication refers to the ability to make and convey decisions clearly and authoritatively, without hesitation. Persuasive communication helps leaders motivate and inspire their teams, fostering a sense of purpose and direction. Confident Communication builds trust and credibility, making it easier for leaders to gain support and buy-in from stakeholders. Decisive Communication enables leaders to make timely decisions, demonstrating clarity and conviction, which reassures their teams and drives action. When you communicate confidently, you project an image of competence and authority.

“What sets successful leaders apart?” Harvard Business Review published a 10-year study after engaging with more than 17,000 C-suite executives with an intriguing answer. It is their ability to decide with speed and conviction.” Clark (2024) concludes, “What makes for lasting success in the business world is the ability to act decisively. But that is easier said than done. A sizeable number of professionals end up being indecisive for the following three primary reasons.” 

Three Drivers of Indecision and how you can Overcome them (Clark, 2024)

Reason for indecisiveness	Explanation	Solution
Being decisive is scary	You might be proven wrong, and nobody likes to be wrong. This fear holds most people back from making a decision.	Clark says, “Recognize that you will not be right 100 percent of the time. But if you choose consciously and can defend your decision through careful research and listening to the opinions of knowledgeable people, then you have done all you can do.”
Being decisive means hurting someone's feelings	Making a decision often means choosing one person’s idea over someone else’s.	Choosing one side over another could lead to some people getting upset with you. But you have the opportunity to frame a response, “why you made that decision”.
Being decisive means deciding without having all the information	One never has perfect information to inform one’s decision-making. You will have many unknowns.	Clark points out, “The final decision is yours, but it's useful to ask others for their perspective.”

Even if you confront and push past these three roadblocks, being decisive is not always that easy. Instead, it is a skill one has to commit to building for the entire career. But if one makes that commitment, the results can be rewarding. 

How to Develop Persuasive Confident and Decisive Communication

Developing confident and decisive communication skills involves a combination of self-awareness, practice, and mindset shifts. Here are some strategies to help you enhance your communication confidence and decisiveness:

1. Know Your Strengths: Identify your strengths and areas for improvement in communication. Build on your strengths while actively working on areas that need development.

2. Set Clear Goals: Define specific communication goals that align with your personal and professional objectives. Whether it's speaking up in meetings, leading presentations, or making decisions assertively, having clear goals provides direction and motivation.

3. Practice Regularly: Practice communication skills regularly in various settings, such as meetings, presentations, or one-on-one conversations. The more you practice, the more comfortable and confident you'll become.

4. Seek Feedback: Solicit feedback from colleagues, mentors, or communication coaches to gain insights into your communication style and areas for improvement. Actively incorporate feedback to refine your skills.

5. Visualization: Use visualization techniques to imagine yourself communicating confidently and decisively in different situations. Visualize successful outcomes and positive interactions to boost your confidence and motivation.

6. Manage Nervousness: Develop strategies to manage nervousness or anxiety when communicating, such as deep breathing exercises, positive self-talk, or mindfulness techniques. Accept nervousness as a normal part of the process and focus on delivering your message effectively.

7. Prepare Thoroughly: Prepare thoroughly before any communication opportunity, whether it's a presentation, meeting, or important conversation. Research the topic, organize your thoughts, and anticipate potential questions or objections to feel more confident and prepared.

8. Be Assertive: Practice assertive communication by expressing your thoughts, opinions, and needs clearly, directly, and respectfully. Stand your ground while remaining open to others' perspectives and feedback.

9. Make Decisions Confidently: Develop decision-making skills by gathering relevant information, weighing options, and making informed choices decisively. Trust your instincts and judgment while remaining open to new information or alternative viewpoints.

10. Embrace Failure: View setbacks or mistakes as learning opportunities rather than failures. Embrace the growth mindset and use setbacks as motivation to improve and refine your communication skills further.

11. Celebrate Successes: Acknowledge and celebrate your communication successes, no matter how small. Recognizing your progress and achievements boosts confidence and reinforces positive communication habits.

12. Continuously Learn: Stay curious and committed to continuous learning and improvement in communication. Seek out resources, workshops, or courses to enhance your skills and stay updated on best practices.

By incorporating these strategies into your daily routine and mindset, you can develop confident, assertive, and decisive communication skills that will serve you well in various personal and professional settings.

AIDA Model for Designing Persuasive Message (Bovee, Thill and Raina, 2018)

The AIDA model is a classic framework in marketing and communication by Bovee, Thill, and Raina that outlines the four stages of a persuasive message. Here's a breakdown of each stage:

1. Attention: The first step in the AIDA model is to capture the audience's attention. In today's fast-paced world, grabbing attention is crucial. This can be achieved through compelling headlines, intriguing visuals, or captivating opening statements that pique curiosity and make the audience want to learn more.

2. Interest: Once you have the audience's attention, the next step is to generate interest in your message or product. You need to provide information that is relevant and meaningful to your audience, highlighting key benefits and features that address their needs or pain points. This stage is about keeping the audience engaged and wanting to learn more. 

3. Desire: After building interest, the goal is to create desire for your product or service. This involves tapping into the audience's emotions and aspirations, showing them how your offering can improve their lives or solve their problems. You can use persuasive language, testimonials, case studies, or other tactics to build desire and make the audience feel like they need what you're offering.

4. Action: The final stage of the AIDA model is to prompt the audience to take action. This could mean making a purchase, signing up for a newsletter, requesting more information, or any other desired outcome. It's important to provide clear instructions and make it easy for the audience to take the next step. This might involve including a call-to-action (CTA) with specific instructions and incentives to encourage immediate action.

By following the AIDA model, leaders can structure their messages in a way that ultimately increases the effectiveness of their communication efforts.

Impact of Different Communication Styles of Genders on Perception of Competence and Confidence at Workplace (Deborah Tannen, 1995)

Different genders have different communication styles, which influences perception concerning their competence and confidence at the workplace in the following manner:   1. Indirect vs. Direct Communication: -   Indirect Communication: Women are more likely to use indirect speech patterns, such as phrasing suggestions as questions or softening their statements. This is often intended to be polite or collaborative. However, the unintended consequence is that they may be perceived as less confident or less competent than their male counterparts, who tend to be more direct. women's indirectness might be misread as lack of confidence or competence, affecting their career advancement. -   Direct Communication: Men are more likely to use direct, assertive language. While this can be seen as authoritative, it can also be perceived as aggressive or domineering, especially in environments where indirectness is valued. Hence, men's directness may lead to perceptions of arrogance, even when none is intended.   2. Self-Promotion vs. Self-Deprecation: -   Self-Promotion: Men are often socialized to promote their achievements and capabilities openly. This style can lead to greater recognition and advancement in the workplace. However, it can also result in perceptions of arrogance, even when none is intended. -   Self-Deprecation: Women may downplay their achievements or abilities, often to avoid seeming boastful. While this can foster likability, the unintended consequence is that it might be misread as underestimation of their contributions and capabilities by others, as well as lack of confidence or competence, affecting their career advancement.   3. Ritual Apologies: Women tend to use apologies more frequently as a conversational tool to maintain harmony and show empathy. While this can build rapport, it may also be misinterpreted as admission of fault or lack of confidence, in a professional setting.   4. Ritual Opposition vs. Collaborative Dialogue: -   Ritual Opposition: Men often engage in ritualistic argument or opposition as a way to explore ideas and establish status. While this can be seen as a sign of strength, it can also create a combative atmosphere that may alienate others. -   Collaborative Dialogue: Women are more likely to engage in collaborative dialogue, aiming to build consensus. The unintended consequence is that they may be perceived as less decisive or authoritative.   5. Conversational Rituals: Communication styles are rooted in conversational rituals that vary by gender and culture. For example, women may use inclusive language ("we" instead of "I") to foster a sense of teamwork. However, this can lead to their individual contributions being overlooked.   It should be understood that neither style is inherently better; rather, the key is recognizing and valuing diverse communication approaches. Understanding these differences is also crucial for creating more equitable workplaces because these dynamics can contribute to gender disparities in the workplace, particularly in leadership and decision-making roles.

Reference:

Bovee, C. L., Thill, J. V., & Raina, R. L. (2018). The Strategies for Persuasive Business Messages. 357-358.

Clark, D. (2024) 3 Common Reasons Why People Aren't Decisive — And How to Overcome Them. https://www.linkedin.com/business/learning/blog/productivity-tips/the-3-big-reasons-people-aren-t-decisive-and-how-to-overcome-th

Deborah Tannen (1995). The Power of Talk: Who Gets Heard and Why. Harvard Business Review

Dr. Karminder Ghuman, Head of MBA Department, LM Thapar School of Management,          Thapar Institute of Engineering & Technology (Deemed to be University), Patiala

This blog is based on contents from the book: "The Art and Science of Effective and Impactful Business Communication for Managers" 

https://rb.gy/t1fnup

This book has a compilation of research-based proven tools and strategies to guide professionals regarding the following aspects of business, corporate, and managerial communication:

Employability Skills and Communication

• Cover Letter and Resume Writing
• Group Discussion (GD)
• Personal Interview

Writing Skills

• Business Writing Strategy
• E-mail Etiquettes
• Letter writing
• Agenda and Minutes of Meeting
• Office Memo, Notice, and Circular Writing
• Business Report Writing
• Writing a Compelling Press Release
• Business Proposal Writing 

Organizational Communication

• Bureaucratic Communication
• Satisfying Customer Care
• Intercultural Communication
• Leveraging Grapevine Communication
• Dealing with Ego, Power, and Organizational Politics
• Dealing with Aggression or Negative Emotions of a Senior at Workplace
• Communication Dilemmas at Workplace
• Communicating in Diverse and Hybrid Organizational Environment

Managerial Communication

• Making and Delivering an Impactful Presentation
• Probing and Confrontation Skills
• Problem Solving: Creativity and Innovation – Role of Communication
• Selling Skills
• Effective Meetings
• Conveying a Difficult Message
• Negotiation Skills
• Team Building, Group Communication and Inspiring Collaboration
• Providing Feedback and Criticism
• Conflict Management
• Personality Type of Leaders/Managers and Communication Style
• Communication Strategy and Decision-making Heuristics

Networking

• Networking
• Greetings, Introducing, and Rapport Building

Technology and Communication

• Technology and Communication
• Generative AI and Communication
• Social Media Communication

Leadership Communication

• Leadership Style and Communication
• Communication Strategies for Corporate Leaders
• Public Speaking
• Increasing Productivity

Entrepreneurial Communication

• Story Telling
• Startup Pitching
• Persuasive Techniques: The Language of Persuasion
• Visual Content Creation: Blogs, Vlogs, Reels, Videos, Webinars, Tags, and Hashtags
• Content Writing and Career Opportunities

Monitoring and Measuring: Effectiveness of Communication

• Communication Audit: Monitoring and Measuring Effectiveness of Communication