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Expanding Your Influence: Understanding the Psychology of Persuasion

AMA - American Management Association
Training overview
Professional Course
3 days
From 2,445 USD
Start dates
Online
2,445 USD
5/24/2021

San Diego
2,445 USD
5/24/2021

Parsippany
2,445 USD
6/14/2021

San Francisco
2,445 USD
7/22/2021
AMA - American Management Association

Course description

Expanding Your Influence: Understanding the Psychology of Persuasion

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.

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.

Training content

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

Lesson One

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

Lesson Two

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

Lesson Three

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

Costs

The course is priced as follows: $2445 - Non-members
$2195 - AMA members
$2079 - GSA price

Certification / Credits

  • 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

About AMA

About American Management Association International

For over 90 years, American Management Association International (AMA) has been a world leader in professional development. AMA supports the goals of individuals, organizations, and government agencies with a complete range of corporate talent transformation solutions, including public open-enrollment seminars...


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AMA - American Management Association



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