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Expanding Your Influence: Tapping Into the Power 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-Person
  • Live Online
  • At Your Company Location

Course Scheduling & Pricing

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

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 PMUs.
9 Professional Effectiveness [PE]
3 Relationship Management [RM]

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

  • $2,695.00 Non Members
  • $2,395.00 AMA Members
  • $2,268.00 GSA
Date Duration State City Zip
  2025-02-24 2025-02-25 Feb 24, 2025 - Feb 25, 2025 2 Days NY New York 10019 New York Register Now

  2025-04-21 2025-04-22 Apr 21, 2025 - Apr 22, 2025 2 Days IL Chicago 60601-5927 Chicago Register Now

  2025-06-12 2025-06-13 Jun 12, 2025 - Jun 13, 2025 2 Days CA San Francisco 94103 San Francisco Register Now

  2025-07-30 2025-07-31 Jul 30, 2025 - Jul 31, 2025 2 Days DC Arlington/Washington 22202-4807 Arlington/Washington Register Now

  2025-09-09 2025-09-10 Sep 9, 2025 - Sep 10, 2025 2 Days NY New York 10019 New York Register Now

  2025-10-16 2025-10-17 Oct 16, 2025 - Oct 17, 2025 2 Days IL Chicago 60601-5927 Chicago Register Now

2695.00 $
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