Expanding Your Influence: Understanding the Psychology of Persuasion When: September 8, 2009

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 two-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.
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

Who Should Attend

Business professionals at a mid-level 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.
Extended Training Description

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
* Select and Customize the Right Law(s) of Persuasion to Apply in Any Given Situation
* Recognize the Implications of Unethical Approaches to Influencing People
* Use Techniques to Defend Yourself from Unethical Approaches
* Properly Prepare to Influence a Person by Using the Pre-Persuasion Checklist

Overview of Influence and Persuasion

* Differentiate the Psychology of Persuasion from the Process of Influence
* Define Key Terminology of the Psychology of Persuasion
* Describe the Foundational Principles of Persuasion
* Describe the Relationship of Triggers to the Laws of Persuasion/Influence
* Define the Two Paths of Persuasion—Conscious and Subconscious
* Identify the Major Categories of Laws of Persuasion/Influence (i.e., the Influence Model)
* Apply the Laws of Persuasion Back on the 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 Expectations, and How to Apply It to Different Scenarios
* Explain the Law of Esteem, and How to Apply It to Different Scenarios
* Explain the Law of Connectivity, and How to Apply It to Different Scenarios
* Explain the Law of Social Validation, and How to Apply It to Different Scenarios
* Select and Customize the Right Law(s) of Persuasion to Apply in Any Given Situation
* Recognize the Implications of Unethical Approaches to Influencing People
* Use Tactics to Defend Yourself from Unethical Approaches
* Apply the Laws of Persuasion Back on the Job

Shaping Perceptions

* Recognize the Impact of First Impressions on Other People
* Recognize Positive versus Negative Verbal and Nonverbal Communication
* Describe the Psychological/Subconscious Triggers That Influence a Person’s Decision-Making Process, Behaviors, and Reactions
* Explain the Law of Verbal Packaging, and How to Apply It to Different Scenarios
* Explain the Law of Association, and How to Apply It to Different Scenarios
* Explain the Law of Contrast, and How to Apply It to Different Scenarios
* Select and Customize the Right Law of Persuasion to Apply in Any Given Situation
* Recognize the Implications of Unethical Approaches to Influencing People
* Use Tactics to Defend Yourself from Unethical Approaches
* Apply the Laws of Persuasion Back on the Job

Involvement

* 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

* Describe the Psychological Triggers That Influence a Person’s Decision-Making Process, Behaviors, and Reactions
* Explain the Law of Dissonance, and How It Affects Your Ability to Persuade Others
* Explain the Law of Obligation, and How It Affects Your Ability to Persuade Others
* Explain the Law of Scarcity, and How It Affects Your Ability to Persuade Others
* Select and Customize the Right Law(s) of Persuasion to Apply in Any Given Situation
* Describe the Connections Between Those Laws That Create Discomfort and Those That Shape Perceptions
* Recognize the Implications of Unethical Approaches to Influencing People
* Use Tactics to Defend Yourself from Unethical Approaches
* Apply the Laws of Persuasion Back on the Job

Balance

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

Pre-Persuasion Checklist

* Use the Pre-Persuasion Checklist to Effectively Adapt Your Persuasive Techniques to Your Target Audience

Putting It All Together—The Final Activity

* 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

Official Website: http://www.focustraco.com/index.php/tm-training-schedule/details/246-110109