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, 9 PHR, 9 SPHR

Overview
How You Will Benefit
What You Will Cover
Outline - Classroom
Outline - Live Online
Credits

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] Classroom 12 [L] Live Online 9

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

19 Sessions Available

Online Schedule

4 Sessions Available

$2,445.00 Non Members
$2,195.00 AMA Members
$1,889.00 GSA

Date

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Date	Duration	State	City	Zip
2019-06-06 2019-06-07 Jun 6, 2019 - Jun 7, 2019	2 Days	NJ	Parsippany	07054-1277 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
2019-12-02 2019-12-03 Dec 2, 2019 - Dec 3, 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
2020-02-03 2020-02-04 Feb 3, 2020 - Feb 4, 2020	2 Days	CA	San Francisco	94103-3156 San Francisco	Register Now
2020-02-27 2020-02-28 Feb 27, 2020 - Feb 28, 2020	2 Days	TX	Houston	77001 Houston	Register Now

$2,345.00 Non Members
$2,095.00 AMA Members
$1,795.00 GSA

Date

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Date	Duration
2019-07-09 2019-07-11 Jul 9, 2019 - Jul 11, 2019	3 Lesson(s) 07/09/2019, 2:00PM- 5:00PM; 07/10/2019, 2:00PM- 5:00PM; 07/11/2019, 2:00PM- 5:00PM;	Register Now
2019-09-17 2019-09-19 Sep 17, 2019 - Sep 19, 2019	3 Lesson(s) 09/17/2019, 2:00PM- 5:00PM; 09/18/2019, 2:00PM- 5:00PM; 09/19/2019, 2:00PM- 5:00PM;	Register Now
2019-11-04 2019-11-06 Nov 4, 2019 - Nov 6, 2019	3 Lesson(s) 11/04/2019, 2:00PM- 5:00PM; 11/05/2019, 2:00PM- 5:00PM; 11/06/2019, 2:00PM- 5:00PM;	Register Now
2020-01-14 2020-01-16 Jan 14, 2020 - Jan 16, 2020	3 Lesson(s) 01/14/2020, 2:00PM- 5:00PM; 01/15/2020, 2:00PM- 5:00PM; 01/16/2020, 2:00PM- 5:00PM;	Register Now

2445.00 $