How radiologists can unleash the power of persuasion
Understanding the power of being persuasive is important in any walk of life, including radiology. In a recent commentary for the Journal of the American College of Radiology, lead author Nupur Verma, MD, with the department of radiology at the University of Florida College of Medicine in Gainesville, and colleagues explained how being persuasive can help radiologists find success and get things done.
“Effective persuasion can increase your success in solving problems, communicating new ideas, and influencing group decisions,” Verma and colleagues wrote.
Verma and co-authors Tan-Lucien Mohammed, MD, and Puneet Bhargava, MD, said that a big part of being persuasive is knowing two characteristics that can contribute to a persuasive request: affinity and authority. Affinity, they noted, is all about being warm and respectful.
“For example, you can demonstrate presence by turning off notifications on your electronic devices when meeting with a team member, maintaining eye contact, and practicing genuine listening while providing your undivided attention,” the authors wrote. “Small shifts in behavior can show those you are persuading that you are a leader who values their time and only makes requests after taking all options into consideration. Affinity can also be improved by consciously avoiding rash behavior or words and practicing graciousness in your daily exchanges.”
Authority, on the other hand, comes down to acting like someone who should be listened to in a specific scenario. Does your job title reflect someone who should be taken seriously when it comes to the topic at hand? Have you proven over time that you know what you are talking about?
The authors also emphasized how crucial it can be to make an emotional connection when you’re wanting to be persuasive.
“Emotional connection focuses on the bond between you, your request, and the audience,” the authors wrote. “For example, within a radiology group a unifying emotional connection across all members is to, above all, do what is best for the patient. This common thread can be effective in convincing a group of people to adapt to a change that they may not individually favor. Making this connection allows you, the persuasive radiologist, to present the request as a win-win situation for all parties.”
Verma et al. also noted that someone must be able to back up their request with the proper evidence, and that evidence needs to be easy to understand. If your evidence isn’t organized well enough or doesn’t appear transparent, your credibility—and your ability to be persuasive—is instantly shot.
And, of course, if you want someone to buy into your request, you should be willing to return the favor.
“As the persuasive radiologist, you should recognize that reciprocity is a strong motivator in group behavior, in both agreeing to a request but also ultimately in the effort toward complying with change,” the authors noted. “For example, if you report for a shift earlier to allow your colleague to leave and attend their child’s social function, it makes it more likely that person will concede when you ask to switch shifts in the future to attend your sister’s wedding. This positive pattern of give and take can also foster a team culture of better work-life balance and value for personal interests.”
Michael has more than 18 years of experience as a professional writer and editor. He has written at length about cardiology, radiology, artificial intelligence and other key healthcare topics.