Underdogs have more power than they think. And they might be going about asking their elected representatives for help with their projects in the exact wrong way, according to breakthrough research conducted by the Showalter Group, an influence expert who works with organizations that need to advance their goals through the political process.
“Every business that needs to effect change in Washington, D.C. or in their statehouse needs to know the new rules of political persuasion if they want to persuade someone of greater clout, prestige, or authority. Our research shows that underdogs are using ineffective persuasion techniques,” said Amy Showalter, president of the Showalter Group and author of the newly published book, “The Underdog Edge: How Ordinary People Change the Minds of the Powerful – and Live to Tell About It.” For information, go to http://www.underdogedge.com
The book, based on five national research projects involving 1,000 surveys and underdog influencers – and who they persuaded, dispelled these myths:
- Be passionate and you will win
- One person can make a difference
- Ask for what you want
“To get what you want, you’ll have to change the mind of someone more powerful than yourself. And the powerful people are different. The typical influence tactics you may have read about for general influence situations don’t often work with powerful people. These situations call for extreme influence tactics,” said Showalter, whose book uses real-life stories of those who have achieved success, as well as the stories of the powerful people whose minds they changed.
“Our research shows what you have to do in these extreme influence situations to get what you want when you have no power, no cards and your back is against the wall,” said Showalter,