Expanding Your Influence: Understanding the Psychology

at American Management Association

(3)
Course Details
Price:
$2,695 100 seats left
Start Date:

Thu, Dec 01, 10:00am - Dec 02, 5:30pm Eastern Time (2 sessions)

Next start dates (3)

Location:
Live, interactive online classroom
Purchase Options
Description
Class Level: All levels
Age Requirements: 21 and older
Average Class Size: 20
System Requirements: http://event.on24.com/view/help/ehelp.html 

To fully participate in this electronic, interactive and live session, please check your system (or ask your IT department) to ensure it meets the following requirements:

Supported OS, Browser and Additional Requirements
  • Windows 7+ (Microsoft Edge, Latest Internet Explorer, Firefox, or Chrome)
  • Apple Mac OS 10.9+ (*Latest Firefox, Safari, or Chrome)
  • Ubuntu Linux (Firefox only)
  • Android 4.x (Chrome Browser Only)
  • Apple iOs (*Latest version, Safari Browser Only)
* Official support for the "latest" version of a newly released browser, among those noted above, will be added within 8 weeks of public release. Until then, the previous version will continue to be supported instead.

If you are using an unsupported version of a Windows, Mac, or Linux operating system, you may experience difficulty in viewing and/or listening to the event.

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The audio portion of this AMA web event will be delivered directly through your computer’s speakers or attached headphones. To fully participate in this electronic, interactive, live session, please test your system and review the requirements (or ask your IT department) before the program begins.

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Important tip - Please allow 15 minutes prior to joining a session to conduct your set-up and testing!
Class Delivery: AMA's Live Online Seminars are live, interactive, instructor-led courses that are completely user-friendly and accessible from your office or home PC. They’re the perfect time-saving alternative when you want training but can’t get away from the office.

You'll be able to speak to and/or electronically communicate with the instructor's and other attendees. You can also share files, view the instructors desktop, ask questions, tell the instructor to speak louder, softer, slow down, etc. (through simple icons). You'll see what your instructor is writing, view and hear questions and comments from other attendees, and be able to work in subgroups.  A headset is required for optimal communication throughout the Live Online Seminar.

A member of AMA's expert faculty of business professionals will lead your seminar. Beyond our course leaders’ experience in business training, they are specially trained to present AMA's high-quality content in an engaging, live online format.

We want you to feel completely comfortable and ready to go, so we’ll email you before your scheduled seminar and give you all the information you need about the simple set-up process.     

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.

Still have questions? Ask the community.

Refund Policy
Transfer, Cancellation and 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 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 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. Therefore, please email CourseHorse.

Pricing, Offers, and Discounts Policy:

AMA-delivered programs are eligible for AMA member pricing, GSA pricing, special offers, and discounts as applicable, according to the terms of the specific pricing, offer and/or discount. Third party-delivered programs available through AMA and Express Skills courses are excluded from all discounted pricing, offers, and discounts offered by AMA, including but not limited to AMA member pricing, GSA pricing, AMA Seminar Savings Pass redemptions, AMA SLS Contract pricing, AMA Annual Pass/All-Access Pass, and complimentary registrations of any type.
Start Dates (4)
Start Date Time Teacher # Sessions Price
10:00am - 6:00pm Eastern Time TBD 2 $2,695
This course consists of multiple sessions, view schedule for sessions.
Fri, Dec 02 10:00am - 5:30pm Eastern Time TBD
9:00am - 5:00pm Eastern Time TBD 2 $2,695
This course consists of multiple sessions, view schedule for sessions.
Tue, Dec 13 9:00am - 4:30pm Eastern Time TBD
11:00am - 7:00pm Eastern Time TBD 2 $2,545
This course consists of multiple sessions, view schedule for sessions.
Tue, Jan 24 11:00am - 6:30pm Eastern Time TBD
10:00am - 6:00pm Eastern Time TBD 2 $2,695
This course consists of multiple sessions, view schedule for sessions.
Tue, Feb 14 10:00am - 5:30pm Eastern Time TBD

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School: American Management Association

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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