The Art of Non-Persuasion

I could never be in sales and marketing. I have a strong negative reaction to public relations, propaganda and the sticky, inauthentic charm of personal persuasion.

Lead a horse to water, show them how lovely and sparkling it is, talk them through their appreciation of water, how it could benefit their lives, make them thirsty, stand by and observe as they start to lap it up.

One of the mnemonics of marketing is AIDA, which stands for Attention, Interest, Desire, Action, leading a “client” through the process, guiding a sale. Seize Attention. Create Interest. Inspire Desire. Precipitate Action. Some mindbenders insert the letter C for Commitment – hoping to be sure that Desire has turned into certain decision before permitting, allowing, enabling, contracting or encouraging the Action stage.

You won’t get that kind of psychological plasticity nonsense from me. Right is right, and wrong is wrong, and ethics should be applied to every conversion of intent. In fact, the architect of a change of mind should be the mind who is changing – the marketeer or sales person should not proselytise, evangelise, lie, cheat, sneak, creep and massage until they have control.

I refuse to do “Suggestive Sell”. I only do “Show and Tell”.

I am quite observant, and so in interpersonal interactions I am very sensitive to rejection, the “no” forming in the mind of the other. I can sense when somebody is turned off by an idea or a proposal, sometimes even before they know it clearly themselves. I am habituated to detecting disinclination, and I am resigned to it. There is no bridge over the chasm of “no”. I know that marketing people are trained to not accept negative reactions they perceive – to keep pursuing the sale. But I don’t want to. I want to admit, permit, allow my correspondent to say “no” and mean “no”, and not be harrassed, deceived or cajoled to change it to a “yes”.

I have been accused of being on the dark side – in my attempts to show and tell on climate change and renewable energy. Some assume that because I am part of the “communications team”, I am conducting a sales job. I’m not. My discovery becomes your discovery, but it’s not a constructed irreality. For many, it’s true that they believe they need to follow the path of public relations – deploying the “information deficit model” of communication – hierarchically patronising. Me, expert. You, poor unknowing punter. Me, inform you. You, believe, repent, be cleaned and change your ways. In this sense, communications experts have made climate change a religious cult.

In energy futures, I meet so many who are wild-eyed, desperate to make a sale – those who have genuine knowledge of their subject – and who realise that their pitch is not strong enough in the eyes of others. It’s not just a question of money or funding. The engineers, often in large corporations, trying to make an impression on politicians. The consultants who are trying to influence companies and civil servants. The independent professionals trying to exert the wisdom of pragmatism and negotiated co-operation. The establishment trying to sell technical services. Those organisations and institutions playing with people – playing with belonging, with reputation, marketing outdated narratives. People who are in. People who are hands-off. People who are tipped and ditched. Those with connections who give the disconnected a small rocky platform. The awkwardness of invested power contending with radical outsiders. Denial of changing realities. The dearth of ready alternatives. Are you ready to be captured, used and discarded ? Chase government research and development grants. Steal your way into consultations. Play the game. Sell yourself. Dissociate and sell your soul.

I have to face the fact that I do need to sell myself. I have to do it in a way which remains open and honest. To sell myself and my conceptual framework, my proposals for ways forward on energy and climate change, I need a product. My person is often not enough of a product to sell – I am neuro-atypical. My Curriculum Vitae CV in resume is not enough of a product to sell me. My performance in interviews and meetings is often not enough of a product. My weblog has never been a vehicle for sales. I didn’t want it to be – or to be seen as that – as I try to avoid deceit in communications.

Change requires facilitation. You can’t just walk away when the non-persuasional communications dialogue challenge gets speared with distrust and dismissal. Somehow there has to be a way to present direction and decisions in a way that doesn’t have a shadow of evil hovering in the wings.

“A moment to change it all, is all it takes to start anew.
To the other side.”


Why do I need to “sell” myself ? Why do I need to develop a product – a vehicle with which to sell myself ?

1. In order to be recognised, in order to be welcomed, invited to make a contribution to the development of low carbon energy, the optimisation of the use of energy, and effective climate change policy.

2. In order to put my internal motivations and drive to some practical use. To employ my human energy in the service of the future of energy engineering and energy systems.



Cheering on the Occupation

I am deeply concerned about the ramping up in rhetoric about Iran’s imagined nuclear weapons programme. I say “imagined” because there is no evidence pointing towards Iran doing anything other than they say they are doing – following a civilian nuclear power programme.

In fact, this bluster has nothing at all to do with the power of atoms, peaceful or otherwise. From my point of view, it’s all about controlling the price of fuel.

Economic sanctions against Iran are being considered on the basis of the International Atomic Energy Agency report on Iran’s nuclear ambitions and activities, and this I would consider highly deceitful. The “international community” may well impose further trade embargoes on Iran, but the underlying reason for such action has nothing to do with nuclear suspicion. I believe that applying economic sanctions against Iran is all about forcing Iran to export more fossil fuel – principally Natural Gas – and to do so cheaply.

In fact, there is a two-pronged assault on Iran’s energy sovereignty taking place – not only are economic sanctions already in place, there are calls from the highest top table for an end to fossil fuel subsidies. People have been cheering this on because at first glance it looks like a carbon control policy, but in reality it will lead to Western economic occupation of Iranian hydrocarbons – an occupation, it is hoped, to be accomplished without finding some excuse for a military intervention.

Continue reading Cheering on the Occupation

BBC Hedges

[ YouTube Credit : The link to the video above comes thanks to the endeavours of that most fair and balanced individual James “no net global warming since 1998” Delingpole. “No net global warming since 1998” ? James ! You’re quoting Pat Michaels, but did he perhaps make that up ? Or was it something that Christopher Monckton might have made up ? ]

The BBC puts the blame on Climate Change – almost – in a report on the Russian heatwave-wildfire disaster.

But they just can’t bring themselves to admit it as an organisation – and put the claims into the mouths of others – using quotation marks in the headline (‘partly to blame’) and ascribing the opinion to “researchers”, the “UK Met Office” and “experts” :-

http://www.bbc.co.uk/news/science-environment-10919460

“10 August 2010 : Climate change ‘partly to blame’ for sweltering Moscow : By Katia Moskvitch : Science reporter, BBC News : Global climate change is partly to blame for the abnormally hot and dry weather in Moscow, cloaked in a haze of smoke from wildfires, say researchers. The UK Met Office said there are likely to be more extreme high temperatures in the future. Experts from the environmental group WWF Russia have also linked climate change and hot weather to raging wildfires around the Russian capital. Meteorologists say severe conditions may linger for several more days…”

Well, I’ve got a bit of a question to pose – it might not be possible to ascribe the current weather conditions in Russia (and Pakistan and China and and and…) to Climate Change, statistically. I mean no one weather event can be said to have been caused 100% by Climate Change. But would these extreme weather events have happened without Climate Change ?

That is by far the most important question to ask, and Michael Tobis does just that :-

http://initforthegold.blogspot.com/2010/08/moscow-doesnt-believe-in-this.html

“…Are the current events in Russia “because of” “global warming”? To put the question in slightly more formal terms, are we now looking at something that is no longer a “loading the dice” situation but is a “this would, practically certainly, not have happened without human interference” situation? Can we phrase it more formally? “Is the average time between persistent anomalies on this scale anywhere on earth in the undisturbed holocene climate much greater than a human lifetime?” In other words, is this so weird we would NEVER expect to see it at all?…”

Continue reading BBC Hedges