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Communication and working relationships in sport and fitness
Communication and working relationships in sport and fitness

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5 Supporting agreement and action

Influential talk makes uses of many features covered in previous sessions of this course. In particular, listening, empathy and body language skills, if effectively used, can increase the participants’ personal credibility and perception of trustworthiness, as Table 1 shows.

Table 1 Influential talk
Skills from previous sessionsMore general influencing skillsKey ingredients of the message
Active listeningCredibilityStructure (STPC)
SummarisingRapportPositive language
EmpathyTrustLogic and evidence
Body languageAuthenticityEmotive words/vision

While logic, data and structure of a message may gain you agreement to a proposition, arguably it is positive language, emotive words and delivery that is more likely to persuade your listener to take action (Kyndt and Rowell, 2012).

  • Logic + data + structure = agreement
  • Logic + data + structure + positive language + emotion = agreement and action

In reality, of course, things are never that simple. This formula works as a basic principle, but remember that approaches need modifying according to context and people’s needs.