Persuasion and Influence for Positive Results, Student Edition

R 207.40

Persuasion and Influence for Positive Results

Course Specifications

Course Number: BIR84–032_rev1.1

Course Length: 5 days

Course Description

As a technical professional, the need to communicate orally and persuasively is crucially important. An employee might be asked to provide persuasive arguments and influence decisions on behalf of their employer or as part of a team.

Being able to change an individual's thoughts, feelings, attitudes, or behaviors is a critical skill to possess. If people want to get others to do things intelligently and with commitment, then they must rely on other strategies than the use of mere authority.

In this workshop, candidates apply practical skills and learn basic techniques for improving their one-on-one and group presentation skills in a comfortable setting, and with content that's easy to learn. This workshop introduces several concepts and techniques to help candidates learn to consider the importance of credibility, empathy, and effective listening and communication skills in order to influence others.

At the end of this session, candidates will know how to apply practical skills and basic techniques for establishing and gaining credibility, so they can begin to influence others with confidence.

The 30 Bird Persuasion and Influence for Positive Results course introduces concepts and techniques necessary to help candidates learn all the skills necessary to influence and persuade others with confidence. They’ll also learn how to avoid pitfalls along the way, and deal with potentially challenging situations.

Course Objective: Upon the successful completion of this course, candidates can expect to gain knowledge and understanding in the following areas:

  • About influence and how it works
  • Identifying styles of influence
  • Understanding the principles of persuasion
  • How to apply the stages of persuasion
  • Identifying and overcoming obstacles to influence

Course Content

Module 1: About influence

Terminology and definitions
Sources of influence
Impact of influence
Emotions and logic
"Dos and "don'ts of influencing

Module 2: Identifying styles of influence

Identifying your style of influence
Active listening and the role of influencing
Nonverbal body-language influence

Module 3: Principles of persuasion

Persuasion is not manipulation
Principles of persuasion
The law of reciprocity
Assertiveness—not aggressiveness
How to recognize manipulation in others
Understanding others' perceptions and triggers

Module 4: Preparing to persuade

Stages of the persuasion process
Gaining agreement—Motivating others to say "Yes"
Influence and persuasion tools for every situation

Module 5: Identifying obstacles

About obstacles
Overcoming objections before they occur
Techniques for overcoming resistance
Applying a four-step model for agreement

Course Summary