How to command attention, change minds and influence people

Pinpoint Persuasion - 3 Days

1. The Power of Credibility
   How to quickly establish your expertise
   Building trust and likeability
   The power of body talk
   Mirroring, pacing and leading.
   
   
2. The Power of Words
   The vocabulary of persuasion
   How words interact with emotions
   Positive words that persuade
   Negative words to be avoided
   How to give words added value
   Power words and statements that strengthen your presentations.
   
   
3. Managing and Structuring Your Messages
   How to structure a persuasive message
   What type of proof enhances persuasion
   The language of benefits
   How to deliver bad news
   Questioning to persuade
   How to say no to tough requests.
   
   
4. Creating Vivid, Memorable and Graphic Messages
   How to create a vivid image
   Using the power of anecdotes and metaphors
   Why case studies are more powerful than statistical information.
   
   
5. Influence and Personality
   The four influence styles
   How you are influenced by others
   How you prefer to make decisions
   How you prefer to influence others.
   
   
6. Impression Management
   Cultivating and managing your reputation
   Impression management tactics
   Influencing your appraisal
   Influencing your promotion
   Influencing your boss.
   
   
7. Motivation and Influencing
   Understanding motivation needs
   Digging behind positions to uncover interests
   Using currencies to exchange
   Meeting the influencee's needs.
   
   
8. Influencing a Group
   How group dynamics work
   Challenging the majority view
   Gain and briefing supporters
   Turning opposition around
   The art of agenda management.
   
   
9. Influencing Decision Making
   How decisions are really made
   Heuristics that shape our thinking
   Biases that entrap decision-makers
   The contrast bias
   The commitment and consistency bias
   The scarcity bias
   The liking bias
   The authority bias
   The social proof bias
   Using currencies to exchange
   Meeting the influencee's needs.
   
   
10. Influencing Strategies
    The seven influencing strategies:
    1. Reason
    2. Friendliness
    3. Coalition
    4. Bargaining
    5. Assertiveness
    6. Higher authority
    7. Sanctions
    
    Choosing the right strategy:
    -Influencing up
    -Influencing down
    -Influencing across
    
    
11. Influencing Through Networking
    What is networking?
    Networking for information
    Networking for advancement
    Using the grapevine.
    
    
12. Power, Politics and Persuasion
    What is power?
    Power over people or power through people?
    Why are organizations political?
    The six sources of power.