Expanding Your Influence: Understanding the Psychology of Persuasion

MCE

How long?

  • 3 days
  • online

What are the topics?

MCE

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Who should attend

Business professionals at a mid level position and above who need to understand the psychological principles behind how people are convinced to do something, including sales managers, directors of sales, account executives, project managers and product managers, purchasing managers and marketing managers.

About the course

Bringing about the reaction you want from others and expanding your influence require insights that go beyond the actual process of influencing—and into the psychology of what truly prompts us to say yes or no.

This influencer training explores these psychological triggers, plus how this knowledge may be used not just for compliance but for mutually desirable outcomes. You’ll uncover persuasion techniques that most people don’t even know exist, and learn how to build your influence by applying these principles to any number of business interactions, from managing, mentoring and negotiating to conversations, writing and presentations. In addition, you will learn how to choose the best principle for any given situation and avoid being manipulated by others.

How will you benefit?

You will better be able to:

  • 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 behavior
  • Prepare to influence an individual by using the Pre-Persuasion Checklist

During the Live programme you will:

  • Network and learn with a diverse group of peers from different industries and countries in an international environment
  • Develop a personal action plan to implement back at work
  • Learn and practise new skills using real-business-world examples and exercises over 3 interactive lessons

What will you learn and practice?

This 3-lesson 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.

Learning Objectives

  • Explain the Psychological Foundation for the Laws of Persuasion
  • Describe the Psychological/Subconscious Triggers That Influence a Person’s
  • Decision-Making Process, Behaviors, and Reactions
  • Apply the Appropriate Law(s) of Persuasion to a Situation
  • Recognize the Implications of Unethical Approaches to Influencing People
  • Use the Pre-Persuasion Checklist to Prepare to Influence a Person

LESSON ONE

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)

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

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

LESSON TWO

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

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

LESSON THREE

Creating Discomfort (cont’d)

  • 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

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

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

Experts

Erik Marien

Erik spent 30 years in multinational organizations competing in the global IT industry. Starting off after university with a Master degree in electronical engineering from the Catholic University of Leuven, he developed as an experienced business professional and commercially-oriented people mana...

Frederic Ollier

With a strong expertise in Strategy, Leadership and Operational Management in the Pharmaceutical industry, Frederic is a seasoned executive and a Senior Consultant and Trainer. He brings to MCE more than 30 years of professional corporate and field experience in multi cultural environments (14 ye...

Sergio Anarte

Sergio is passionate about helping individuals and organizations improve their performance and achieve outstanding results. He loves to understand what the key levers that can take individuals and organizations performance to the next level are, and creates and implements simple yet powerful tran...

Videos and materials

Expanding Your Influence: Understanding the Psychology of Persuasion at MCE

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Disclaimer

Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

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Read more about Business Communication

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