Course Outcomes

This influence and persuasion skills course will:

  • Explain how influence and persuasion differ from coercion and manipulation.
  • Outline how beliefs and values are formed.
  • Offer a range of strategies, tactics, and tools for influencing others.
  • Recommend techniques for overcoming biases.
  • Provide a model for creating and delivering a compelling message.

Course Overview

Leading projects, working with matrixed teams, and sharing limited resources requires the ability to gain buy-in, reach consensus, and move others to take action. Be it getting a peer to share the workload, convincing a colleague to relinquish assets, or managing up to get an idea adopted, these leadership responsibilities sometimes come with no title or authority.

This persuasion and influence course focuses on practical tools and techniques for gaining commitment from others, fostering collaborative problem solving, addressing biases, and using interpersonal skills to encourage people to move forward. During this interactive program, participants will explore a range of models, ideas, and tools for growing their ability to get people to act because they want to and not because they are forced.

As part of this web-based program, participants will complete a Persuasion Playbook to prepare for a current or upcoming situation and create a compelling persuasive message.

Note: This virtual classroom course consists of three 90-minute to 2-hour sessions. Organizations may purchase the sessions as a series or as individual segments. 

Segment One

At this segment’s conclusion, participants should be able to:

  • Define three methods of influence.
  • Describe how beliefs, values, and attitudes influence decisions.
  • Explain and demonstrate Dr. Robert Cialdini’s Six Principles of Influence.
  • Populate the Persuasion Playbook.

Segment Modules

  • Defining Influence
  • Understanding How People Make Decisions
  • Using Dr. Robert Cialdini’s Six Principals of Influence to Persuade
  • Building Your Case

Homework

  • Practice each of the Six Principals of Influence.
  • Complete the Persuasion Playbook.

Session Two: Building the Capacity to Influence

At this segment’s conclusion, participants should be able to:

  • Describe the Four Elements of Influence: Aptitude, Bonds, Clarity, and Visibility
  • Identify strategies and tactics for building proficiency in each element.
  • Describe methods for mitigating 25 common biases.
  • Explain Nancy Duarte’s process for creating a persuasive presentation.
  • Present a compelling message using their Persuasive Playbook and the Duarte model.

Segment Modules

  • Where Do I Begin
  • It is Not About You
  • Leveraging the Four Element of Influence
  • Identifying and Mitigating Biases
  • Delivering the Message

By the conclusion of this influence and persuasion training program, participants should have a solid understanding of the options available to them for affecting others’ beliefs and actions.