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Expanding Your Influence: Understanding the Psychology of Persuasion

Apply the principles of psychology from this seminar to influence and persuade others.

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

  • In a Classroom
  • Online
  • Your Company Location

Course Scheduling & Pricing

Who Should Attend

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

  •   Classroom2 Day(s)
    1.2 CEU, 12 PDU
  •   Online3 Lesson(s)
    0.9 CEU, 9 PDU
 
 

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

Overview 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

Appealing to Human Nature and Fulfilling Needs

  • Describe the Psychological/Subconscious Triggers That Influence a Person’s Decision-Making Process, Behaviors, and Reactions
  • Explain the Laws of Persuasion as They Pertain to Human Nature and Emotional Needs
  • Select and Apply the Appropriate Law(s) of Persuasion to a Given Situation
  • Recognize the Implications of Unethical Approaches to Influencing People
  • Apply the Laws of Persuasion to Your 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

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
  • Describe Connections Between Those Laws That Create Discomfort and Those That Shape Perceptions
  • Recognize the Implications of Unethical Approaches When Using These Laws
  • Apply the Laws That Create Discomfort to Your Job

Balancing Emotions and Logic

  • Explain the Law of Balance, and How It Affects Your Ability to Persuade Others
  • Apply the Law of Balance to Your 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 to Your Job
Download Extended Seminar Outline PDF

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 Decision-Making 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
Download Extended Seminar Outline PDF

AMA has been reviewed and approved as a provider of project management training by the Project Management Institute (PMI).

Talent Triangle PDUs

[L] 12

Project Management Institute (PMI) Talent Triangle, 2015.
Reproduced with the permission of PMI. Copyright and all rights reserved.

American Management Association (AMA) is accredited by the International Association for Continuing Education and Training (IACET). AMA complies with the ANSI/IACET Standard, which is recognized internationally as a standard of excellence in instructional practices. As a result of this accreditation, AMA is authorized to issue the IACET CEU.

Classroom Schedule

18 Sessions Available

Online Schedule

5 Sessions Available

  • $2,445.00 Non Members
  • $2,195.00 AMA Members
  • $1,889.00 GSA
Date Duration State City Zip
  2019-05-20 2019-05-21 May 20, 2019 - May 21, 2019 2 Days IL Chicago 60601 Chicago Register Now

  2019-06-06 2019-06-07 Jun 6, 2019 - Jun 7, 2019 2 Days NJ Parsippany 07054 Parsippany Register Now

  2019-06-17 2019-06-18 Jun 17, 2019 - Jun 18, 2019 2 Days DC Arlington/Washington 22202-4807 Arlington/Washington Register Now

  2019-07-15 2019-07-16 Jul 15, 2019 - Jul 16, 2019 2 Days TX Houston 77042-4559 Houston Register Now

  2019-07-25 2019-07-26 Jul 25, 2019 - Jul 26, 2019 2 Days CA San Francisco 94103-3156 San Francisco Register Now

  2019-07-29 2019-07-30 Jul 29, 2019 - Jul 30, 2019 2 Days NY New York 10019 New York Register Now

  2019-08-15 2019-08-16 Aug 15, 2019 - Aug 16, 2019 2 Days WA Seattle 98101 Seattle Register Now

  2019-08-22 2019-08-23 Aug 22, 2019 - Aug 23, 2019 2 Days IL Chicago 60601 Chicago Register Now

  2019-09-05 2019-09-06 Sep 5, 2019 - Sep 6, 2019 2 Days GA Atlanta 30309-7705 Atlanta Register Now

  2019-09-26 2019-09-27 Sep 26, 2019 - Sep 27, 2019 2 Days DC Arlington/Washington 22202-4807 Arlington/Washington Register Now

  2019-09-30 2019-10-01 Sep 30, 2019 - Oct 1, 2019 2 Days TX Dallas 75001 Dallas Register Now

  2019-10-03 2019-10-04 Oct 3, 2019 - Oct 4, 2019 2 Days CA San Diego 92101 San Diego Register Now

  2019-10-07 2019-10-08 Oct 7, 2019 - Oct 8, 2019 2 Days NY New York 10019 New York Register Now

  2019-11-11 2019-11-12 Nov 11, 2019 - Nov 12, 2019 2 Days IL Chicago 60601 Chicago Register Now

  2019-11-18 2019-11-19 Nov 18, 2019 - Nov 19, 2019 2 Days CA San Francisco 94103-3156 San Francisco Register Now

  2019-12-09 2019-12-10 Dec 9, 2019 - Dec 10, 2019 2 Days MA Boston 02110 Boston Register Now

  2019-12-12 2019-12-13 Dec 12, 2019 - Dec 13, 2019 2 Days DC Arlington/Washington 22202-4807 Arlington/Washington Register Now

  2019-12-16 2019-12-17 Dec 16, 2019 - Dec 17, 2019 2 Days NY New York 10019 New York Register Now

2445.00 $
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