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コース概要
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To elicit desired responses from others and expand your influence requires insights that go beyond mere techniques of exerting influence. Understanding the psychological mechanisms that truly produce "yes" or "no" responses is essential.
This two-day influence training will explore these psychological triggers and teach you how to leverage this knowledge to create mutually desirable outcomes, rather than simply fostering obedience. You will uncover persuasion techniques that many people are unaware of and learn how to build influence by applying these principles to all business interactions, from management, leadership, and negotiation to conversation, documentation, and presentations. Furthermore, you will learn how to select the most appropriate principles for each situation and how to avoid being manipulated by others.
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学習目標
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● Explain the psychological foundations of the laws of persuasion
● Understand the psychological/subconscious triggers that influence people's decision-making processes, behaviors, and reactions
● Apply and adapt the appropriate laws of persuasion in specific situations
● Recognize the implications of unethical approaches to influencing people
● Use a pre-persuasion checklist to prepare to influence others
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学習内容
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1. The Foundations of Influence and Persuasion
- Definitions of Persuasion and Influence
- Explanation of the Basic Principles of Persuasion
- Explanation of the Laws of Persuasion
- Identification of the Major Categories of the Laws of Persuasion
- Applying the Laws of Persuasion to Work
2. Engagement and Trust
- Explain the law of engagement and understand how it impacts your ability to persuade others.
- Recognize that persuasion is impossible if the audience is not engaged, listening, or participating.
- Building trust is the glue that holds the entire persuasion process together.
- Practice this law of persuasion in the workplace.
3. Appealing to human nature
- Explaining the psychological/subconscious triggers that influence people's decision-making processes, behaviors, and reactions
- Explaining the laws of persuasion related to human nature
- Applying the more appropriate of two laws of persuasion in a specific situation
- Recognizing the impact of unethical approaches in a specific situation
- Applying these laws of persuasion to one's own work
4. Meeting emotional needs
- Explain potential triggers that influence people's decision-making processes, behaviors, and reactions
- Explain the laws of persuasion related to emotional needs
- Select and apply the appropriate laws of persuasion in all situations
- Recognize the impact of unethical approaches when using these laws
- Practically apply the laws of persuasion in the workplace
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