Breaking down influence: Logos, pathos, ethos
Interpersonal skills are discussed in A Guide to the Project Management Body of Knowledge (PMBOK® Guide) — Fourth Edition. Specifically, they are included in the Tools and Techniques for both the Project Human Resources Management and the Project Communications Management Knowledge Areas. Together, these address the interpersonal skills the project manager needs to manage all stakeholder relationships. Apparently, influencing is one of these skills.
Influence is a function of what you say, how you say it, and who you are — according to Aristotle that is.
The three legs of the successful argument are: logos (the logic of the argument), pathos (the emotional state of the audience), and ethos (the trustworthiness or credibility of the speaker).
“Of the modes of persuasion furnished by the spoken word there are three kinds. The first kind depends on the personal character of the speaker [ethos]; the second on putting the audience into a certain frame of mind [pathos]; the third on the proof, or apparent proof, provided by the words of the speech itself [logos]. Persuasion is achieved by the speaker’s personal character when the speech is so spoken as to make us think him credible.”
Logos can be improved through detailed preparation ahead of the planned conversation. The focus is on the logic of the argument as well as the interests and needs of the other party. Pathos is a function of connecting with the other party. As for ethos, according to Aristotle there are three prequisites that are necessary to appear credible:
- Competence
- Good Intention
- Empathy
There is much more to read about ethos. Start with this briliant article by Bernhard Kast:
