Course Code: 19006

Persuasion and Influence for Positive Results

Class Dates:
1/2 Days
Class Time:
Instructor-Led Training, Virtual Instructor-Led Training


  • Course Overview
  • 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.

    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 Details

  • Module 1: About influence
  • Terminology and definitions
  • Sources of influence
  • Impact of influence
  • Emotions and logic
  • "Do"s and "don't"s of influencing
  • Module 2: Identifying styles of influence
  • dentifying 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