As a fundraiser, you often have to try and influence people: when you’re asking a major donor to help your cause; when you’re trying to get your colleagues to back your plan; when you need to persuade the board to adopt a strategic approach.

In each case, there are times when the influence message seems to arrive easily and times when “they” just don’t seem to understand. In “The Magic of Influence,” to be published by Wiley later this year, we explore how a range of psychological techniques can help fundraisers trying to win over others. This article explores one of these techniques — perceptual positions.

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