Learn the key principles of persuasion and how to build your influence in your organization


Highlights:
• Use the Influence Model to identify and the major categories of the Laws of Persuasion
• Practice and use the Pre-Persuasion Checklist to prepare for a situation where you need to influence a colleague

Key Competencies:
• Persuasion and Influence
• Getting buy-in
• Understanding decision making
• Balancing emotion & logic
• Applying ethical approaches
• Negotiating & managing

Expanding Your Influence: Understanding the Psychology of Persuasion is a hands-on training programme is highly interactive with exercises and role-plays. The programme will be led by an experienced facilitator with former management experience in international companies.


7 Programme Modules:

1 - Overview of Influence and Persuasion
•  Define persuasion and influence
•  Describe the foundation principles of persuasion
•  Explain the laws of persuasion
•  Identify the major categories of the laws of persuasion (i.e., the influence model)

2 - Appealing to Human Nature and Fulfilling Emotional Needs
•  Describe the subconscious triggers that influence a person's decisionmaking process, behaviors, and reactions
•  Explain the laws of persuasion as they pertain to appealing to human nature and fulfilling emotional needs
•  Select and apply the appropriate law(s) of persuasion in any given situation
•  Recognize the implications of unethical approaches to using these laws

3 - Shaping Persuasions
•  Recognize the impact of first impressions on other people and of positive
•  Versus negative verbal and nonverbal communication
•  Explain the laws of persuasion that shape people's perceptions
•  Select and apply the appropriate law(s) of persuasion to any given situation
•  Recognize the implications of unethical approaches to using these laws
•  Apply the laws of persuasion back on the job 

4 - Involving to Persuade
•  Explain the law of involvement and how it affects your ability to persuade others
•  Apply this law of persuasion to your job

5 - Creating Discomfort
• Explain how the laws that create discomfort affect your ability to persuade others
• Apply the appropriate law(s) of persuasion to a given situation
• Describe connections between those laws that create discomfort and those that shape perceptions
• Recognize the implications of unethical approaches to using these laws
• Apply the laws that create discomfort back on the job
• Explain how the laws that create discomfort affect your ability to persuade others
• Apply the appropriate law(s) of persuasion to a given situation
• Describe connections between those laws that create discomfort and those that shape perceptions
• Recognize the implications of unethical approaches to using these laws
• Apply the laws that create discomfort back on the job

6 - Balancing Emotions And Logic
• Explain the law of balance and how it affects your ability to persuade others
• Apply the law of balance back on the job

7 - Putting It All Together—Using The Pre-Persuasion Checklist
• Use the pre-persuasion checklist to effectively determine the appropriate law(s) of persuasion for a given business situation
• Apply the laws of persuasion back on the job 
 

You are a manager in sales, project management, purchasing, marketing etc. and you want to understand the psychological principles behind how people make the right decisions in business.


Typical Participants:
• Managers