Persuasion and Influence

This program is designed for managers and professionals whose job effectiveness depends on their ability to persuade others, including:

• Senior executives, directors and general managers
• Experienced leaders/managers of business units or other groups of people
• Marketing, sales and business development managers
• Anyone in an argument-based profession: lobbyists, advocacy representatives, negotiators, etc.

• Strengthen your credibility and trust-building skills
• Tailor your message to your audience and establish rapport
• Communicate with greater clarity and confidence
• Deal with objections and resistance
• Influence your staff as well as those who do not report to you
• Identify the various means of power at your disposal

• Building multiple kinds of trust: conscious trust and track records, unconscious trust and appearances, the double-edged sword of confidence
• Creating persuasive messages: matching your message to your audience by speaking to their experiences and values, choosing the right balance of logic and emotion, applying effective logical and illogical marketing ploys to interpersonal situations, speaking to hostile audiences and managing resistance
• Overcoming barriers to message clarity: dealing with the curse of knowledge, controlling message mutation, PowerPoint bad habits that undermine persuasion
• Using power constructively: identifying the various means of power at your disposal, using power while negotiating, managing upward

Special features

This program emphasizes interactive discussions based on the science of persuasion, as well as role-playing exercises designed to build your trust and influence skills.

Note:  participants in this program may qualify for up to $10,000 in funding through the Canada BC Job Grant program. Find out if you qualify.