Risa Mish, Faculty, Management and Leadership of Organizations, Cornell University's S.C. Johnson Graduate School of Management
Art of the Sale: Persuasion and Influence Tips for Development Professionals (and Everyone Else!)
Her keynote address, Art of the Sale, is designed to help participants become more persuasive and influential in their professional and personal lives. Nearly all significant individual, team, and organizational development goals are achieved because of an ability to influence the beliefs, attitudes, and behaviors of key stakeholders, including prospective donors. That ability, in turn, hinges upon the degree to which the persuader/influencer is: (a) Perceived as credible; (b) Able to make a logically sound argument in support of the proposal; and (c) Able to create and maintain a genuine and positive emotional connection with the persons whom he/she is trying to influence and persuade. Art of the Sale will focus on these core components to aid in the development of attendee's persuasive powers.