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Expanding Your Influence: Understanding the Psychology

Master the art of persuasion and unlock your potential to influence others with the psychology of persuasion course. Discover the secrets of effective communication and learn how to motivate others to say "YES!" the first time. Gain the skills to build your influence in any business interaction.

  • All levels
  • 21 and older
  • $2,695
  • Earn 10% Rewards
  • Price Lock
  • 16 hours over 2 sessions

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  • $2,695
  • 16 hours over 2 sessions
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Class Description

Description

What you'll learn in this self improvement class:

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

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 
  • Apply the Laws of Persuasion Back on the Job

Remote Learning

This course is available for "remote" learning and will be available to anyone with access to an internet device with a microphone (this includes most models of computers, tablets). Classes will take place with a "Live" instructor at the date/times listed below.

Upon registration, the instructor will send along additional information about how to log-on and participate in the class.

Refund Policy

For Classroom, Live Online, Express Skills Courses and Webinar programs, you may transfer to a future session, send someone to take your place, or cancel for a 5% fee up to 23 days prior to your program.

If you provide AMA with less than 23 days’ notice, or fail to attend, you will be liable for the entire program fee.

Programs included in AMA On Demand offerings are not eligible for substitution, transfer, cancellation, return, or refund. We appreciate that this is an important investment for you and your company and would like to accommodate your needs the best we can.

Please email us at [email protected]

In any event where a customer wants to cancel their enrollment and is eligible for a full refund, a 5% processing fee will be deducted from the refund amount.

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American Management Association

The American Management Association, International (AMA) is the global leader in talent development. Founded in 1923, AMA supports the goals of individuals and organizations through a complete range of educational products and services, including instructor-led classroom and virtual seminars, webinars,...

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