Expanding Your Influence: Understanding the Psychology of Persuasion

How can one person get someone to do something with ease, while it’s an uphill battle for someone else?
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 course 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.

Also Available as:

• Live Online
• Onsite

How You Will Benefit

• Explore the psychology behind persuasion
• Understand the psychological/subconscious triggers that influence a person’s decision-making process, behaviors and reactions
• Select and customize the right law(s) of persuasion to apply in any situation
• Learn tactics to protect yourself from unethical behavior
• Prepare to influence an individual by using the Pre-Persuasion Checklist

What You Will 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
• Defining 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

Extended Seminar Outline

Print this page Extended Seminar Outline Seminar #2204 Learning Objectives

• Explain the Psychological Foundation of 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 or Persuasion (i.e., the Influence Model)
• Apply the Laws of Persuasion to Your Job

Appealing to Human Nature and Fulfilling Emotional Needs

• Describe the Psychological/Subconscious Triggers That Influence a Person’s Decision-Making Process, Behaviors, and Reactions
• Explain the Law 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 Impression 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
  

Involvement to Persuade

• Explain the Law of Involvement and How It Affects Your Ability to Persuade Others
• Apply the Laws of Persuasion Back on the 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 of Persuasion Back on the Job

Balance Emotions and Logic

• Explain the Law of Balance, and How It Affects Your Ability to Persuade Others
• Apply the Laws of Persuasion Back on the Job

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

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.

Special Feature

Receive a complimentary copy of Maximum Influence: The 12 Universal Laws of Power Persuasion by Kurt W. Mortensen when you attend this seminar