AMA2204: Expanding Your Influence: Understanding the Psychology of Persuasion

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

Prerequisite
Please contact us for information about prerequisites.

Expected Duration
2 day

Description

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 two-day course explores these psychological triggers and how you can use this knowledge to bring about not only for compliance but also for mutually desirable outcomes. You’ll uncover persuasion techniques that most people don’t even know exist, and you’ll learn how to build your influence by applying these principles to any number of business interactions-from managing, mentoring, and negotiating, to conversing, writing, and presenting. In addition, you will learn how to choose the best principle for any given situation and avoid being manipulated by others.

You will also cover:

  • The psychological foundation to the laws of persuasion
  • Differentiating the psychology of persuasion from the process of influencing
  • The relationship of triggers to the laws of persuasion/influence
  • The two paths of persuasion: conscious and subconscious
  • Using the Pre-Persuasion Checklist to determine the appropriate law(s) of persuasion for a given business situation
  • Applying the laws of persuasion back on the job

You will receive a complimentary copy of Maximum Influence: The 12 Universal Laws of Power Persuasion by Kurt W. Mortensen when you attend this course.

Objective

1. Overview of Influence and Persuasion

  • Persuasion and influence defined
  • Foundational principles of persuasion
  • Laws of persuasion
  • Major categories of laws of persuasion (i.e., the influence model)
  • Apply the laws of persuasion to your job

2. Appealing to Human Nature and Fulfilling Emotional Needs

  • Psychological/subconscious triggers that influence a person’s decision-making process, behaviors, and reactions
  • 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
  • Implications of unethical approaches to influencing people
  • Apply the laws of persuasion to your job

3. Shaping Perceptions

  • Impact of first impression
  • Impact of positive vs. negative verbal and nonverbal communication
  • Laws of persuasion that shape one’s perceptions
  • Select and apply the appropriate law of persuasion to any given situation
  • Implications of unethical approaches when using these laws
  • Apply the laws of persuasion to your job

4. Involvement to Persuade

  • Law of involvement and how it affects your ability to persuade others
  • Apply the laws of persuasion back on the job

5. Creating Discomfort

  • How the laws that create discomfort affect your ability to persuade others
  • Connections between those laws that create discomfort and those that shape perceptions
  • Implications of unethical approaches when using these laws
  • Apply the laws of persuasion back on the job

6. Balance Emotions and Logic

  • Law of balance and how it affects your ability to persuade others
  • Apply the laws of persuasion back on the job

7. Putting It All Together: Using the Pre-Persuasion Checklist

  • Use the pre-persuasion checklist to determine the appropriate law(s) of persuasion for a given business situation
  • Apply the laws of persuasion back on the job

SUBSCRIPTION COST


$2,095.00

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