Expanding Your Influence: Understanding the Psychology of Persuasion

COURSE OUTLINE:

Description

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

This two-day course explores these psychological triggers and how you can usethis knowledge to bring about not only for compliance but also for mutuallydesirable outcomes. You'll uncover persuasion techniques that most people don'teven know exist, and you'll learn how to build your influence by applying theseprinciples to any number of business interactions-from managing, mentoring, andnegotiating, to conversing, writing, and presenting. In addition, you will learnhow to choose the best principle for any given situation and avoid beingmanipulated by others.

You will also cover:

  • The psychological foundation to the laws of persuasion
  • Differentiating the psychology of persuasion from the process of influencing
  • The relationship of triggers to the laws of persuasion/influence
  • The two paths of persuasion: conscious and subconscious
  • Using the Pre-Persuasion Checklist to determine the appropriate law(s) of persuasion for a given business situation
  • Applying the laws of persuasion back on the job

You will receive a complimentary copy of Maximum Influence: The 12 Universal Laws of Power Persuasion by Kurt W. Mortensen when you attend this course.

Audience

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

Learning Objectives

  • Explore the psychology behind persuasion
  • Psychological/subconscious triggers that influence a person'sdecision-making process, behaviors and reactions
  • The right law(s) of persuasion to apply in any situation
  • Tactics to protect yourself from unethical behavior
  • Use the Pre-Persuasion Checklist

1. Overview of Influence and Persuasion

  • Persuasion and influence defined
  • Foundational principles of persuasion
  • Laws of persuasion
  • Major categories of laws of persuasion (i.e., the influence model)
  • Apply the laws of persuasion to your job

2. Appealing to Human Nature and Fulfilling Emotional Needs

  • Psychological/subconscious triggers that influence a person'sdecision-making process, behaviors, and reactions
  • Laws of persuasion as they pertain to human nature and emotional needs
  • Select and apply the appropriate law(s) of persuasion to a givensituation
  • Implications of unethical approaches to influencing people
  • Apply the laws of persuasion to your job

3. Shaping Perceptions

  • Impact of first impression
  • Impact of positive vs. negative verbal and nonverbal communication
  • Laws of persuasion that shape one's perceptions
  • Select and apply the appropriate law of persuasion to any given situation
  • Implications of unethical approaches when using these laws
  • Apply the laws of persuasion to your job

4. Involvement to Persuade

  • Law of involvement and how it affects your ability to persuade others
  • Apply the laws of persuasion back on the job

5. Creating Discomfort

  • How the laws that create discomfort affect your ability to persuadeothers
  • Connections between those laws that create discomfort and those thatshape perceptions
  • Implications of unethical approaches when using these laws
  • Apply the laws of persuasion back on the job

6. Balance Emotions and Logic

  • Law of balance and how it affects your ability to persuade others
  • Apply the laws of persuasion back on the job

7. Putting It All Together: Using the Pre-Persuasion Checklist

  • Use the pre-persuasion checklist to determine the appropriate law(s) ofpersuasion for a given business situation
  • Apply the laws of persuasion back on the job