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2016 Conference Sessions
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The Science of Persuasion: Why Is It So?

Friday, May 27, 2016 | 3:50 PM - 4:50 PM | Commonwealth

David Harvey
A key weapon in the proposal writer’s armory is ‘persuasion.’  Structure, language, graphics, layout and evidence are all used to convince clients to select an offer. But what is persuasion, and why does it work?  This presentation discusses the psychology of persuasion – what really influences people and their decision-making; the thinking process – who is more likely to be persuaded and why; the persuasive effects of language; the impact of layout; and persuasive words and fonts. Attendees will learn how to apply persuasion for maximum effect.

David Harvey combines more than 25 years in the Australian Defence Industry, including a variety of proposal roles, with 6 years as a full-time proposal consultant working across a wide range of industries.  Now a director of Bid Write, David’s passion is helping businesses understand and articulate their competitive advantages and discriminators in all bid situations.

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