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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

4.8
(446 reviews)
  • In a Classroom
  • Online
  • Your Company Location

Course Scheduling & Pricing

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

  •   Classroom2 Day(s)
    1.2 CEU, 12 CLP, 12 PDU, 12 PMU
  •   Online2 Lesson(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
  • 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

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
   
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
   
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
   
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
   
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
   

This course is valid for PMUs.
Classroom 9 Professional Effectiveness [PE]
Classroom 3 Relationship Management [RM]
Live Online 6 Professional Effectiveness [PE]
Live Online 3 Relationship Management [RM]

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

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 Association for Continuing Education and Training (IACET) and is accredited to issue the IACET CEU.

Classroom Schedule

7 Sessions Available

Online Schedule

7 Sessions Available

  • $2,695.00 Non Members
  • $2,395.00 AMA Members
  • $2,174.00 GSA
Date Duration State City Zip
  2022-12-15 2022-12-16 Dec 15, 2022 - Dec 16, 2022 2 Days NY New York 10019 New York Register Now

  2023-02-09 2023-02-10 Feb 9, 2023 - Feb 10, 2023 2 Days IL Chicago 60601 Chicago Register Now

  2023-03-27 2023-03-28 Mar 27, 2023 - Mar 28, 2023 2 Days NY New York 10019 New York Register Now

  2023-04-03 2023-04-04 Apr 3, 2023 - Apr 4, 2023 2 Days TX Dallas 75001 Dallas Register Now

  2023-04-24 2023-04-25 Apr 24, 2023 - Apr 25, 2023 2 Days GA Atlanta 30309-7705 Atlanta Register Now

  2023-05-15 2023-05-16 May 15, 2023 - May 16, 2023 2 Days CA San Francisco 94103 San Francisco Register Now

  2023-06-01 2023-06-02 Jun 1, 2023 - Jun 2, 2023 2 Days DC Arlington/Washington 22202-4807 Arlington/Washington Register Now

2695.00 $
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