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Expanding Your Influence: Tapping Into the Power of Persuasion

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 2-day 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.

Seminar Number: 02204

4.8
(446 reviews)
  • In-Person
  • Live Online
  • At Your Company Location

Course Scheduling & Pricing

Home>Course Topic>Interpersonal Skills>Expanding Your Influence: Tapping Into the Power of Persuasion

About This Course

Good ideas don't sell themselves; you have to know how to bring others onboard. This course moves beyond basic communication to teach the art of persuasion in business. You'll learn how to build rapport, frame your arguments in a more compelling way and win support from key stakeholders—without resorting to forced pressure or authority. It’s designed for professionals who need to gain buy-in and turn their vision into action by effectively influencing others.

Read the FAQs

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
  • Sales managers, VP/Directors of Sales and Account Executives
  • Project Managers, Product Managers, Purchasing Managers and Marketing Managers

  •   In-Person2 Day(s)
    1.2 CEU, 12 CLP, 12 PDU, 12 PMU
  •   Live Online2 Day(s)
    1.2 CEU, 12 CLP, 12 PDU, 12 PMU
 
 

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 2-day 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.

  • 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
  • Understanding the psychology behind the laws of persuasion
  • Appealing to human nature and fulfilling emotional needs
  • Recognizing the implications of unethical approaches to influencing people
  • Achieving a positive first impression 
  • Defining the two paths of persuasion: conscious and subconscious
  • Understanding the laws of expectations, esteem, connectivity and social validation
  • Selecting, customizing and applying the appropriate law of persuasion to any given situation
  • Balancing emotions and logic
  • Using the Pre-Persuasion Checklist to determine the appropriate law(s)
  • Applying the laws of persuasion back on the job

Learning Objectives

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

Foundation of Influence and Persuasion

  • Define Persuasion and Influence
  • Describe the Foundational Principles of Persuasion
  • Explain the Laws of Persuasion
  • Identify the Major Categories of Laws of Persuasion (i.e., the Influence Model)
  • Apply the Laws of Persuasion to Your Job

Engagement and Trust

  • Explain the Law of Involvement, and How It Affects Your Ability to Persuade Others
  • Understand That if Your Audience Is Not Engaged, Not Listening, and Not Involved—You Can’t Persuade Them
  • Building Trust Is the Glue That Keeps the Whole Persuasion Process Together
  • Apply This Law of Persuasion Back on the Job

Appealing to Human Nature

  • Describe the Psychological/Subconscious Triggers That Influence a Person’s Decision-Making Process, Behaviors, and Reactions
  • Explain the Laws of Persuasion That Pertain to Human Nature
  • Apply the More Appropriate of the Two Laws of Persuasion in a Given Situation
  • Recognize the Implications of Unethical Approaches to a Given Situation
  • Apply these Laws of Persuasion to Your Job

Fulfilling Emotional Needs

  • Describe the Subconscious Triggers That Influence a Person’s Decision-Making Process, Behaviors, and Reactions
  • Explain the Laws of Persuasion as They Pertain to Emotional Needs
  • Select and Apply the Appropriate Law(s) Of Persuasion in Any Given Situation
  • Recognize the Implications of Unethical Approaches When Using These Laws
  • Apply the Laws of Persuasion Back on the Job

Shaping Perceptions

  • 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 One’s Perceptions
  • Select and Apply the Appropriate Law of Persuasion to Any Given Situation
  • Recognize the Implications of Unethical Approaches When Using These Laws
  • Apply the Laws of Persuasion to Your Job

Creating Discomfort

  • Explain the Laws That Create Discomfort and How They Affect Your Ability to Persuade Others
  • Select and Apply the Appropriate Laws(s) Of Persuasion in Any Given Situation
  • Recognize When and How to Use Discomfort and the Appropriate Level
  • Recognize the Implications of Unethical Approaches When Using These Laws
  • Apply the Laws That Create Discomfort on the Job

Balancing Emotions and Logic

  • Explain the Law of Balance, and How It Affects Your Ability to Persuade Others
  • How to Analyze and Adapt the Balance Based on Your Audience
  • Apply the Law of Balance to Your Job

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 to Your Job

Download Extended Seminar Outline PDF

View a Sample of Our Reviews

4.8

446 reviews

 
Strong course with just enough content to digest and then immediately apply in the workplace.
5
Scot K.
 
National Manager Sales
 
Industry: Manufacturing, Medical Devices & Equipment
The instructor lead a very lively discussion, full of class feedback and dialogue, as well as group work that significantly aided the level of learning and development of the class participants. I will highly recommend this course for any business professional who wants to improve their communication skills to influence positive business outcomes for themselves and their organizations.
5
Ryan S.
 
Area Sales Manager
 
Industry: Manufacturing, Electronics
The training had a lot of good and helpful content. It was well structured for an online training with a good balance of instruction and group engagement.
4
Catherine K.
 
Project Manager
 
Industry: Motor Vehicle Manufacturing
Tremendously helpful and eye opening discussions! Enjoyed reconfirming what we were learning by having break out sessions and applying those principles. Every bit of the training is important and nothing we could do without
5
Martha U.
 
Corporate Benefits Manager
 
Industry: Manufacturing
This was an absolutely invaluable resource for me and very relevant. I am so excited to be able to participate and can not wait to implement the laws of persuasion in a very fluid manner into my work.
5
Jacqueline R.
 
Boys & Girls Clubs of North Central North Carolina Jacqueline Robinson Chief Ope
 
Industry: Organizations

This course is valid for 12 PMUs

Talent Triangle PDUs
12 Power Skills [PS]
Project Management Institute (PMI) Talent Triangle, 2015.
Reproduced with the permission of PMI. Copyright and all rights reserved.

American Management Association is accredited by the International Accreditors for Continuing Education and Training (IACET) and is accredited to issue the IACET CEU.

In-Person Schedule

6 Sessions Available

Live Online Schedule

8 Sessions Available

  • $2,895.00 Non Members
  • $2,595.00 AMA Members
  • $2,567.00 GSA
Date Duration State City Zip
  2026-06-11 2026-06-12 Jun 11, 2026 - Jun 12, 2026 2 Days CA San Francisco 94103 San Francisco Register Now

  2026-07-29 2026-07-30 Jul 29, 2026 - Jul 30, 2026 2 Days DC Arlington/Washington 22202-4807 Arlington/Washington Register Now

  2026-09-08 2026-09-09 Sep 8, 2026 - Sep 9, 2026 2 Days NY New York 10019 New York Register Now

  2026-10-15 2026-10-16 Oct 15, 2026 - Oct 16, 2026 2 Days IL Chicago 60601-5927 Chicago Register Now

  2026-11-12 2026-11-13 Nov 12, 2026 - Nov 13, 2026 2 Days TX Dallas 75001 Dallas Register Now

  2026-12-10 2026-12-11 Dec 10, 2026 - Dec 11, 2026 2 Days CA San Francisco 94103 San Francisco Register Now

Frequently Asked Questions

How can I improve my persuasion in business without formal authority?

You don’t need a title to influence outcomes. This course teaches practical strategies for persuasion in business, helping you gain buy-in, shape decisions and move initiatives forward — even when you don’t have direct authority.

What skills improve your ability to persuade at work?

Your ability to persuade depends on understanding motivations, framing ideas clearly, handling objections and building credibility. This program develops those skills so you can communicate in ways that resonate with different stakeholders.

What persuasive techniques are covered in this program?

You’ll explore proven persuasive techniques grounded in behavioral psychology and real-world business application. Topics include influencing decision makers, overcoming resistance, strengthening your message and adapting your communication style to different personalities.

Who is this influence and persuasion course best for?

This influence and persuasion program is ideal for managers, team leaders, project managers and professionals who need to influence peers, clients or senior leaders. If your success depends on gaining agreement and moving ideas forward, strengthening your persuasion skills is critical.

How is persuasion in business different from manipulation?

Effective persuasion in business is different from manipulation and is rooted in credibility, clarity and mutual benefit — not pressure tactics. This course focuses on ethical influence strategies that build trust while achieving results.

Will this help me influence senior leadership?

Yes. This will help you influence senior leaders so they respond to clear thinking, strong positioning and strategic framing. This course helps you present ideas in a way that aligns with business priorities, increasing your impact at higher levels.
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