Aristotle’s Influence Model

Aristotle’s Influence Model

We use “logos” (rational) too much. It’s “pathos” (empathy), “ethos” (credibility, presence), and “kairos” (right time, right place), in balance.

We love convincing and persuading. What’s wrong with being right, right? So, “logos” is our default communication style. Logic, reason, rational.

Well, the truth is, neuroscience demonstrates that more often than not, we humans make decisions with our emotions. “Pathos” eats logos for breakfast. Empathy, compassion, trust.

And then, there’s no dispute that we take the words from the respected more seriously. “Ethos” – your credibility, presence and perceived character and gravitas impact the strength of your influence. It’s equity that we have to consciously build up everyday.

Finally, too frequently we say things just when we want to, irrespective of the situation. Not when it’s the opportune moment. Or place. A good conversationalist will wait till it matters to say what matters, and in a way that matters. “Kairos” – the right time and place – the most overlooked element of Aristotle’s influence model.

Also known as Aristotle’s Poetics and theory of drama, we have a lot to learn from the creatives. Left brainers (I am no exception), take note.

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Takeshi Yoshida, Founder & Chief Coach, Agile Organization Development

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