Apply the principles of psychology from this seminar to influence and persuade others.
Regardless of your industry or profession, chances are you regularly have to persuade others to adopt your ideas. Whether you’re persuading a client to buy your product, your boss to give you a raise, your coworker to give you a piece of that key project, or even your kids to clean their rooms, the need to persuade others to see things your way is part of everyday life.
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.
Learn to apply the principles of psychology from this American Management Association (AMA) seminar to influence and persuade others.
Overview
Unlock the Psychology of Persuasion: Expand Your Influence in Business
Master the art of influence with AMA-2204: Expanding Your Influence: Understanding the Psychology of Persuasion. This intensive 2-day training delves into the hidden psychological triggers that drive decision-making and compliance, empowering you to achieve mutually beneficial outcomes.
Key Takeaways:
- Uncover Secret Persuasion Techniques: Learn techniques the average person doesn’t even recognize.
- Build Influence Across Interactions: Apply these principles to management, mentorship, negotiations, conversations, and presentations.
- Choose the Right Approach: Develop strategies to select the most effective persuasion techniques for any situation.
- Protect Yourself from Manipulation: Gain the knowledge to resist unethical persuasion tactics.
Why This Matters: Persuasion skills are essential for career success. This training gives you the tools to influence effectively and ethically.
Learn more about effective communication in IT projects: The Power of Effective Communication in Malaysia’s IT Projects
Skills Covered
- 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
Prerequisites
None
Target Audience
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
Module 1:
Overview of Influence and Persuasion
- Define Persuasion and Influence
- Describe the Foundation Principles of Persuasion
- Explain the Laws of Persuasion
- Identify the Major Categories of the Laws of Persuasion (i.e., The Influence Model)
Appealing to Human Nature and 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 Appealing to Human Nature and Fulfilling Emotional Needs
- Select and Apply the Appropriate Law(s) of Persuasion in Any Given Situation
- Recognize the Implications of Unethical Approaches to Using These Laws
Shaping Persuasions
- 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 People’s Perceptions
- Select and Apply the Appropriate Law(s) of Persuasion to Any Given Situation
- Recognize the Implications of Unethical Approaches to Using These Laws
- Apply the Laws of Persuasion Back on the Job
Module 2:
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
- Apply the Appropriate Law(s) of Persuasion to a Given Situation
- Describe Connections Between Those Laws That Create Discomfort and Those That Shape Perceptions
- Recognize the Implications of Unethical Approaches to Using These Laws
- Apply the Laws That Create Discomfort Back on the Job
Module 3:
Creating Discomfort (cont’d)
- Explain How the Laws That Create Discomfort Affect Your Ability to Persuade Others
- Apply the Appropriate Law(s) of Persuasion to a Given Situation
- Describe Connections Between Those Laws That Create Discomfort and Those That Shape Perceptions
- Recognize the Implications of Unethical Approaches to Using These Laws
- Apply the Laws That Create Discomfort Back on the Job
Balancing Emotions and Logic
- Explain the Law of Balance and How It Affects Your Ability to Persuade Others
- Apply the Law of Balance Back on the 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 Back on the Job
Exam & Certification
None
Training & Certification Guide
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