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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 and how you can use this knowledge to bring about not only for compliance but also for mutually desirable outcomes. You'll uncover persuasion techniques that most people don't even know exist, and you'll learn how to build your influence by applying these principles to any number of business interactions-from managing, mentoring, and negotiating, to conversing, writing, and presenting. In addition, you will learn how to choose the best principle for any given situation and avoid being manipulated by others.

You will also 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
  • 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

You will receive a complimentary copy of Maximum Influence: The 12 Universal Laws of Power Persuasion by Kurt W. Mortensen when you attend this course.


1. Overview of Influence and Persuasion

  • Persuasion and influence defined
  • Foundational principles of persuasion
  • Laws of persuasion
  • Major categories of laws of persuasion (i.e., the influence model)
  • Apply the laws of persuasion to your job

2. Appealing to Human Nature and Fulfilling Emotional Needs

  • Psychological/subconscious triggers that influence a person's decision-making process, behaviors, and reactions
  • 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
  • Implications of unethical approaches to influencing people
  • Apply the laws of persuasion to your job

3. Shaping Perceptions

  • Impact of first impression
  • Impact of positive vs. negative verbal and nonverbal communication
  • Laws of persuasion that shape one's perceptions
  • Select and apply the appropriate law of persuasion to any given situation
  • Implications of unethical approaches when using these laws
  • Apply the laws of persuasion to your job

4. Involvement to Persuade

  • Law of involvement and how it affects your ability to persuade others
  • Apply the laws of persuasion back on the job

5. Creating Discomfort

  • How the laws that create discomfort affect your ability to persuade others
  • Connections between those laws that create discomfort and those that shape perceptions
  • Implications of unethical approaches when using these laws
  • Apply the laws of persuasion back on the job

6. Balance Emotions and Logic

  • Law of balance and how it affects your ability to persuade others
  • Apply the laws of persuasion back on the job

7. Putting It All Together: Using the Pre-Persuasion Checklist

  • 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

Cancellation:

Transfer, Cancellation and Refund Policy. For Classroom, Live Online and Webinar programs, you may transfer to a future session, send someone to take your place or cancel without penalty at any time up to three weeks prior to your program. If you provide AMA with less than three weeks’ notice, or fail to attend, you will be liable for the entire program fee. Programs included in AMA OnDemand 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 call us if you have any questions.
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CA San Francisco2/5/2018 9:00:00 AM<span class="course-type type-c" style="cursor:default;word-wrap:normal;display:inline-block;" onmouseover="showHoverInfo(this, 'ProductTypeDescription' ,'ILT')" onmouseout="clearHoverInfo()">C</span>2 days2195.002122868
IL Chicago2/15/2018 9:00:00 AM<span class="course-type type-c" style="cursor:default;word-wrap:normal;display:inline-block;" onmouseover="showHoverInfo(this, 'ProductTypeDescription' ,'ILT')" onmouseout="clearHoverInfo()">C</span>2 days2195.002122872
Virtual Live2/20/2018 2:00:00 PM<span class="course-type type-v" style="cursor:default;word-wrap:normal;display:inline-block;" onmouseover="showHoverInfo(this, 'ProductTypeDescription' ,'VILT')" onmouseout="clearHoverInfo()">V</span>3 days2095.002123357
VA Arlington3/1/2018 9:00:00 AM<span class="course-type type-c" style="cursor:default;word-wrap:normal;display:inline-block;" onmouseover="showHoverInfo(this, 'ProductTypeDescription' ,'ILT')" onmouseout="clearHoverInfo()">C</span>2 days2195.002122876
NY New York3/8/2018 9:00:00 AM<span class="course-type type-c" style="cursor:default;word-wrap:normal;display:inline-block;" onmouseover="showHoverInfo(this, 'ProductTypeDescription' ,'ILT')" onmouseout="clearHoverInfo()">C</span>2 days2195.002122879
GA Atlanta3/19/2018 9:00:00 AM<span class="course-type type-c" style="cursor:default;word-wrap:normal;display:inline-block;" onmouseover="showHoverInfo(this, 'ProductTypeDescription' ,'ILT')" onmouseout="clearHoverInfo()">C</span>2 days2195.002122882
Virtual Live5/8/2018 2:00:00 PM<span class="course-type type-v" style="cursor:default;word-wrap:normal;display:inline-block;" onmouseover="showHoverInfo(this, 'ProductTypeDescription' ,'VILT')" onmouseout="clearHoverInfo()">V</span>3 days2095.002123358
IL Chicago5/21/2018 9:00:00 AM<span class="course-type type-c" style="cursor:default;word-wrap:normal;display:inline-block;" onmouseover="showHoverInfo(this, 'ProductTypeDescription' ,'ILT')" onmouseout="clearHoverInfo()">C</span>2 days2195.002122886
NY New York6/7/2018 9:00:00 AM<span class="course-type type-c" style="cursor:default;word-wrap:normal;display:inline-block;" onmouseover="showHoverInfo(this, 'ProductTypeDescription' ,'ILT')" onmouseout="clearHoverInfo()">C</span>2 days2195.002122869
VA Arlington6/18/2018 9:00:00 AM<span class="course-type type-c" style="cursor:default;word-wrap:normal;display:inline-block;" onmouseover="showHoverInfo(this, 'ProductTypeDescription' ,'ILT')" onmouseout="clearHoverInfo()">C</span>2 days2195.002122873
CA San Francisco6/25/2018 9:00:00 AM<span class="course-type type-c" style="cursor:default;word-wrap:normal;display:inline-block;" onmouseover="showHoverInfo(this, 'ProductTypeDescription' ,'ILT')" onmouseout="clearHoverInfo()">C</span>2 days2195.002122877
GA Atlanta7/9/2018 9:00:00 AM<span class="course-type type-c" style="cursor:default;word-wrap:normal;display:inline-block;" onmouseover="showHoverInfo(this, 'ProductTypeDescription' ,'ILT')" onmouseout="clearHoverInfo()">C</span>2 days2195.002122880
NY New York8/2/2018 9:00:00 AM<span class="course-type type-c" style="cursor:default;word-wrap:normal;display:inline-block;" onmouseover="showHoverInfo(this, 'ProductTypeDescription' ,'ILT')" onmouseout="clearHoverInfo()">C</span>2 days2195.002122884
Virtual Live8/7/2018 2:00:00 PM<span class="course-type type-v" style="cursor:default;word-wrap:normal;display:inline-block;" onmouseover="showHoverInfo(this, 'ProductTypeDescription' ,'VILT')" onmouseout="clearHoverInfo()">V</span>3 days2095.002123360
IL Chicago8/23/2018 9:00:00 AM<span class="course-type type-c" style="cursor:default;word-wrap:normal;display:inline-block;" onmouseover="showHoverInfo(this, 'ProductTypeDescription' ,'ILT')" onmouseout="clearHoverInfo()">C</span>2 days2195.002122888
CA San Francisco9/6/2018 9:00:00 AM<span class="course-type type-c" style="cursor:default;word-wrap:normal;display:inline-block;" onmouseover="showHoverInfo(this, 'ProductTypeDescription' ,'ILT')" onmouseout="clearHoverInfo()">C</span>2 days2195.002122890
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