Gartner Research

Six Techniques of Advanced Persuasion for Use in Your ITIL or Service Improvement Project

Published: 19 March 2012

ID: G00232716

Analyst(s): Ian Head


This research is for those who want to create the most persuasive messages. Building on six basic rules, these techniques may be used to help your project change team behavior and align more closely to business goals. They apply to all areas of operations improvement and transformation.

Table Of Contents


  • What You Need to Know
  • Creating Very Persuasive Messages
    • No. 1: Appeal to Self-Interest
    • No 2: Humor and Incongruity
    • No. 3: Reciprocation — Give and Take
    • No. 4: Commitment and Consistency
    • No. 5: Set the Right Circumstances
    • No. 6: We Like to Say Yes to People We Like
  • Bottom Line

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