Comprehensive course analysis
Who should attend
This program is designed for managers and professionals whose job effectiveness depends on their ability to persuade others, including:
- Senior executives, directors and general managers
- Experienced leaders/managers of business units or other groups of people
- Marketing, sales and business development managers
- Anyone in an argument-based profession: lobbyists, advocacy representatives, negotiators, etc.
About the course
Build Trust and Influence Throughout the Organization
Gone are the days when persuasion consisted of “because I said so.”
In this program, you will practice the use of “win-win” persuasive strategies and skills under a variety of situations. Build trust with your audience, communicate clearly to strengthen your message, and appeal to people’s emotional and intellectual sides. Exercise constructive influence throughout the organization.
Benefits for you
- Strengthen your credibility and trust-building skills
- Tailor your message to your audience and establish rapport
- Communicate with greater clarity and confidence
- Deal with objections and resistance
- Influence your staff as well as those who do not report to you
- Identify the various means of power at your disposal
Online program format
Each day of the program includes facilitator-led online sessions in real time, with ample breaks provided. Sessions are highly interactive, enabling you to network with peers, brainstorm ideas, engage in skill-building activities, and receive constructive feedback. You will also have access to self-directed resources (readings, videos, checklists etc.) that you can review at any time.
- Trust as an accelerant of persuasion: what is trust based on, trust and credibility, emotion and subconscious-based trust, building calculative trust
- Creating persuasive messages: tailoring your message to your audience by speaking to their experiences and values, choosing the right level of detail, being persuasive over video-conferencing, using stories
- Overcoming barriers to message clarity: dealing with the curse of knowledge, preventing message mutation, PowerPoint bad habits
- Using power constructively: identifying varieties of power sources, dirty tricks of persuasion, win-lose vs. win-win negotiation approaches
This program emphasizes interactive discussions based on the science of persuasion, as well as role-playing exercises designed to build your trust and influence skills.
Dr. Tripp is Professor of Management, Rom Markin Endowed Leadership Chair in Business, and Senior Associate Dean for Academic Affairs at the Carson College of Business at Washington State University. He previously taught at the Kellogg School of Management at Northwestern University and at the Sa...
Videos and materials
Read more about Business Communication
Read more about Negotiations
Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.
We are happy to help you find a suitable online alternative.