Sunday, October 13
During the Opening General Session, 9 – 11 a.m.
"The Underdog Edge: What It Is, How to Get It, and Why You Need It for Grassroots Advocacy Success"
As a community pharmacist, you might think that being small is a disadvantage in the legislative arena. To the contrary, author and influence expert Amy Showalter will show you why it is an advantage, and most importantly, how to effectively and ethically deploy your underdog edge with policymakers.
Her research findings on persuasive underdogs served as the basis for her book, "The Underdog Edge: How Ordinary People Change the Minds of the Powerful ... And Live to Tell About It" (Morgan James Publishing). Amy will share with us what works in the real world when trying to influence up, because winning upward influence tactics are not the same as "general" influence tactics. Amy backs up her findings with the latest peer-reviewed research that validates the approach of successful underdog influencers.
In this motivating presentation, you'll learn:
The "upside of under": why underdogs have such persuasive power.
Not all underdogs are equal: how to develop underdog "street cred."
The one tactic you must use if you want to change a powerful person's mind.
Why hurting yourself impacts powerful people.
Why showing passion for your cause actually dooms your request when influencing up (except when two conditions are present).
The three characteristics of underdog pack leaders that make their coalitions more persuasive than their opponents' coalitions.
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