Leading Through Persuasion: Why Coercion Fails w/ Dr. Jay Conger | Ep. 47 | The Science of Leadership

In this episode of The Science of Leadership, Tom Collins is joined by Dr. Jay Conger, the Henry R. Kravis Chair of Leadership Studies at Claremont McKenna College and author of The Necessary Art of Persuasion. They redefine persuasion not as a manipulative sales tactic, but as a crucial leadership conversation designed to solve problems or seize opportunities.

 

Dr. Conger outlines four essential steps for effective persuasion:

• Credibility: This goes beyond expertise to include trustworthiness, personality, and conveying confidence without arrogance.
• Framing for Common Ground: Leaders must connect their request or idea to what genuinely matters to the audience, whether it benefits individuals, the team, customers, or society.
• Compelling Arguments: Presenting well-thought-out claims supported by strong evidence, such as data, examples, and personal testimony.
• Connection: Creating an emotional link through a compelling narrative that addresses the audience's values and generates commitment to action.

 

The conversation also highlights common pitfalls in persuasion, including a lack of preparation, relying on a "hard sell," unwillingness to compromise, over-reliance on arguments alone, and failing to see persuasion as a continuous process. Dr. Conger provides a fascinating real-world example of Monica Rufo's successful persuasion of Canadian fast-food franchisees.

 

Ultimately, the episode emphasizes that persuasion is more powerful than directives because it fosters willing commitment and leverages the collective intelligence of the team. Dr. Conger stresses the importance of curiosity and listening to truly understand the audience.

 

To learn more about the Science of Leadership, visit https://www.fourstarleaders.com/

 

Key References:

 

Cialdini, R. (2021). Influence: The Psychology of Persuasion. Harper Business.

 

Cialdini, R. (2024). Pre-suasion: A Revolutionary Way to Influence and Persuade. Harper Business.

 

Conger, J A. (1998). The necessary art of persuasion. Harvard Business Review, 76(3), 84–95.

 

Conger, Jay A. (1999). Charismatic and transformational leadership in organizations: An insider’s perspective on these developing streams of research. The Leadership Quarterly, 10(2), 145–179. https://doi.org/10.1016/s1048-9843(99)00012-0

 

Freed, J. (2021). Breadcrumb Legacy: How Great Leaders Live a Life Worth Remembering. Routledge.