Course description
Expanding Your Influence: Understanding the Psychology of Persuasion
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 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.
The programme consists of three 3-hour sessions, which are spaced out over a few days.
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Suitability - 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, including sales managers, directors of sales, account executives, project managers and product managers, purchasing managers and marketing managers.
Outcome / Qualification etc.
You will better be able to:
- 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
After successful completion of the programme, participants will be awarded an MCE Certificate.
Training Course Content
Modules
- Overview of Influence and Persuasion
- Appealing to Human Nature and Fulfilling Emotional Needs
- Shaping Persuasions
- Involving to Persuade
- Creating Discomfort
- Balancing Emotions and Logic
- Putting It All Together—Using the Pre-Persuasion Checklist
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
Why choose Management Centre Europe
10,000 Managers and Leaders inspired by MCE each year
400,000 participants on MCE Programmes since 1961
50+ Open Training Programmes throughout EMEA