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Expanding Your Influence: Understanding the Psychology of Persuasion

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

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The Key Issues

To get your projects done and also to implement your strategy, you need to involve a lot of people across the organization. You need to convince people and persuade people to support you. You need to be able to negotiate with people and make the right decisions and be always ethical and professional.

Persuasion and Influence

Getting
buy-in

Understanding decision making

Key Competences​

Balancing emotion & logic

Applying ethical approaches

Negotiating & managing

The Right Programme for You

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.
  • Business Professionals
  • New Managers
  • Managers
  • Senior Managers

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.

Learn how to be ethical and avoid unethical behaviours from others.

Learn, Practice and Use

  • Explore the psychology behind persuasion
  • Motivate others to say “YES!” the first time
  • Discover what prompts people to say yes or no
  • Overcome objections before they happen
  • Customize persuasion techniques for every situation
  • Read body language
  • Role-play a solution to your biggest influence challenge at work
  • Learn tactics to protect yourself from unethical behaviour
  • Prepare to influence an individual by using the Pre-Persuasion Checklist

Programme Details

Expanding Your Influence: Understanding the Psychology of Persuasion is a 3 live online sessions hands-on training programme is highly interactive with exercises and role-plays. The programme focuses on the skills you need to get projects and strategies implemented by working with others. It covers persuasion, influencing, and ethical and professional behaviours.

Seven Programme Modules

  • 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)
  • 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
  • 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 
  • Explain the law of involvement and how it affects your ability to persuade others
  • Apply this law of persuasion to your 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
  • 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 the law of balance and how it affects your ability to persuade others
  • Apply the law of balance back on the job
  • 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
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Brochure cover-Expanding your influence
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Faculty

Bettina
Hausmann

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Bettina
Hausmann

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Bettina
Hausmann

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Bettina
Hausmann

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Bettina
Hausmann

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