Một ẩn dụ tương tự bắt đầu với những lời: "Đó là một chút như .'. Khi đối mặt với một thách thức những người tìm thấy nó khó khăn để chấp nhận hoặc hiểu được những ý tưởng mới, hãy tìm một phép ẩn dụ minh họa các điểm học tập theo cách khác. | TECHNIQUES AND TACTICS 3RD PERSON PERSUASION 2. METAPHORS A metaphor or analogy starts with the words It s a bit like. . When faced with a challenger who finds it difficult to accept or understand new ideas look for a metaphor which illustrates the learning point in another way. The power of the metaphor is that it puts left brain information into a right brain format - a bit like Apple did with the Macintosh desk-top concept Example People who find it hard to change remind me of the old Guinness advert I ve never tried it because I don t like it 90 TECHNIQUES AND TACTICS 3RD PERSON PERSUASION 3. PARABLES When you wish to persuade participants to adopt new behaviours or attitudes a parable is sometimes the most powerful tool. Find or create a story like the one on pages 10-12 of this Pocketbook - introduce it a bit like a fairy tale. Make sure you include lots of visual imagery. Describe the central character s feelings by trying to equate them to those of the participants. Give the parable a moral which the participants brains will have to link to what you re saying. TECHNIQUES AND TACTICS 3RD PERSON PERSUASION 4. NEIGHBOURLY PERSUASION When faced with a challenging problem-poser talk to one of their neighbours about how they would have solved a similar problem. Insist that the solution is very probably inapplicable to the one originally stated. NB As with all the 3rd person techniques you should not be the one to make links - if any. The magic behind the technique is that the links are made automatically and sometimes subconsciously in the brain of the challenger - as long as you leave them alone
