Expanding Your Influence: Understanding the Psychology

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 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.

How will you benefit

• 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

What You will cover:

• Understanding the psychology behind the laws of persuasion
• Appealing to human nature and fulfilling emotional needs
• Recognizing the implications of unethical approaches to influencing people
• Achieving a positive first impression 
• Defining the two paths of persuasion: conscious and subconscious
• Understanding the laws of expectations, esteem, connectivity and social validation
• Selecting, customizing and applying the appropriate law of persuasion to any given situation
• Balancing emotions and logic
• Using the Pre-Persuasion Checklist to determine the appropriate law(s)
• Applying the laws of persuasion back on the job

Outline

Learning Objectives

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

Appealing to Human Nature and Fulfilling Needs

• Describe the Psychological/Subconscious Triggers That Influence a Person’s Decision-Making Process, Behaviors, and Reactions
• Explain the 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
• Recognize the Implications of Unethical Approaches to Influencing People
• Apply the Laws of Persuasion to Your Job

Shaping Perceptions

• 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 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

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
• 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 That Create Discomfort to Your Job

Balancing Emotions and Logic

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