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Training Programmes > Develop Your Skills > Leading Self >

Expanding Your Influence: Understanding the Psychology of Persuasion

Learn the key principles of persuasion and how to build your influence in your organization.

The Key Issues

To get your projects done and also to implement your strategy, you need to involve a lot of people across the organization. You need to convince people and persuade people to support you. You need to be able to negotiate with people and make the right decisions and be always ethical and professional.

Persuasion and Influence

Getting
buy-in

Understanding decision making

Key Competences

Balancing emotion & logic

Applying ethical approaches

Negotiating & managing

The Right Programme for You

You are a manager in sales, project management, purchasing, marketing etc. and you want to understand the psychological principles behind how people make the right decisions in business.

Highlights

Use the Influence Model to identify and the major categories of the Laws of Persuasion.

Practice and use the Pre-Persuasion Checklist to prepare for a situation where you need to influence a colleague.

Learn how to be ethical and avoid unethical behaviours from others.

Learn, Practice and Use

Explore the psychology behind persuasion
Motivate others to say “YES!” the first time
Discover what prompts people to say yes or no
Overcome objections before they happen
Customize persuasion techniques for every situation

Programme Details

Expanding Your Influence: Understanding the Psychology of Persuasion is a 3 live online sessions hands-on training programme is highly interactive with exercises and role-plays. The programme focuses on the skills you need to get projects and strategies implemented by working with others. It covers persuasion, influencing, and ethical and professional behaviours.

Seven Programme Modules

1 | Overview of Influence and Persuasion

Define persuasion and influence
Describe the foundation principles of persuasion
Explain the laws of persuasion
Identify the major categories of the laws of persuasion (i.e., the influence model)

2 | Appealing to Human Nature and Fulfilling Emotional Needs

Describe the subconscious triggers that influence a person’s decisionmaking process, behaviors, and reactions
Explain the laws of persuasion as they pertain to appealing to human nature and fulfilling emotional needs
Select and apply the appropriate law(s) of persuasion in any given situation
Recognize the implications of unethical approaches to using these laws

3 | Shaping Persuasions

Recognize the impact of first impressions on other people and of positive
Versus negative verbal and nonverbal communication
Explain the laws of persuasion that shape people’s perceptions
Select and apply the appropriate law(s) of persuasion to any given situation
Recognize the implications of unethical approaches to using these laws
Apply the laws of persuasion back on the job

4 | Involving to Persuade

Explain the law of involvement and how it affects your ability to persuade others
Apply this law of persuasion to your job

5 | Creating Discomfort

Explain how the laws that create discomfort affect your ability to persuade others
Apply the appropriate law(s) of persuasion to a given situation
Describe connections between those laws that create discomfort and those that shape perceptions
Recognize the implications of unethical approaches to using these laws
Apply the laws that create discomfort back on the job
Explain how the laws that create discomfort affect your ability to persuade others
Apply the appropriate law(s) of persuasion to a given situation
Describe connections between those laws that create discomfort and those that shape perceptions
Recognize the implications of unethical approaches to using these laws
Apply the laws that create discomfort back on the job

6 | Balancing Emotions And Logic

Explain the law of balance and how it affects your ability to persuade others
Apply the law of balance back on the job

7 | Putting It All Together—Using The Pre-Persuasion Checklist

Use the pre-persuasion checklist to effectively determine the appropriate law(s) of persuasion for a given business situation
Apply the laws of persuasion back on the job

Faculty

Bettina
Hausmann

Upcoming Programmes

Choose your preferred learning solution

2 days

€2,950

SEE DATES

Date

City

Location

Information

03 Nov – 04 Nov 2025

London

City Centre

REGISTER

3 sessions

€2,150

SEE DATES

Date

Sessions

Information

22 Sep – 24 Sep 2025

3 Sessions

22 Sep, 09:00 – 12:00CET
23 Sep, 09:00 – 12:00CET
24 Sep, 09:00 – 12:00CET

REGISTER

This programme is available as an In-Company solution for you teams.

Contact Us

Get in touch with the MCE team to learn more about implementing this programme for your team.

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Last Name

Company

Job Title

Phone

Country

I am interested in training for

myself

my team

Request

Checkboxes

I would like to receive the latest research-based articles and training programmes from Management Centre Europe.

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Captcha

If you are human, leave this field blank.

Date

City

Location

Information

03 Nov – 04 Nov 2025

London

City Centre

REGISTER

Date

Sessions

Information

22 Sep – 24 Sep 2025

3 Sessions

22 Sep, 09:00 – 12:00CET
23 Sep, 09:00 – 12:00CET
24 Sep, 09:00 – 12:00CET

REGISTER

Contact Us

Get in touch with the MCE team to learn more about implementing this programme for your team.

First Name

Last Name

Company

Job Title

Phone

Country

I am interested in training for

myself

my team

Request

Checkboxes

I would like to receive the latest research-based articles and training programmes from Management Centre Europe.

Checkboxes

Captcha

If you are human, leave this field blank.

Testimonials

"“It is a perfect possibility to connect with people from different industries, who are dealing with the same issues.”

Agata Kulik, Product Manager Special Salts, Jungbunzlauer Ladenburg GmbH, Germany”

“Facilitator, content, tools, methods, room were very good and fitted to the participants and their needs.”

Andreas Armenat, Head of Production, GO Generics & Standard Solutions, Fresenius Kabi AG, Germany

“Very interesting topics, international and multicultural environment. Very professional coach.”

Alessandro Foresio, Vice President,
Logic S.p.A., Italy

“The subjects covered were extremely relevant and gave input to my personal development.”

Rosa Karen Schmidt, Senior VP-Assistant, Novo Nordisk, Denmark

Testimonials

"“It is a perfect possibility to connect with people from different industries, who are dealing with the same issues.”

Agata Kulik, Product Manager Special Salts, Jungbunzlauer Ladenburg GmbH, Germany”

“Facilitator, content, tools, methods, room were very good and fitted to the participants and their needs.”

Andreas Armenat, Head of Production, GO Generics & Standard Solutions, Fresenius Kabi AG, Germany

“Very interesting topics, international and multicultural environment. Very professional coach.”

Alessandro Foresio, Vice President,
Logic S.p.A., Italy

“The subjects covered were extremely relevant and gave input to my personal development.”

Rosa Karen Schmidt, Senior VP-Assistant, Novo Nordisk, Denmark

Other MCE Recommended Programmes

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Influence and
Impact

SEE MORE
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Without
Authority

SEE MORE
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How to Flex Your
Communication
Style

SEE MORE
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Develop Your Skills

Your Seniority

Your Industry

MCE Near You

Discover More

Special Editions

customized learning solutions

MCE CLIENT STORIES

other corporate services

Expanding Your Influence: Understanding the Psychology of Persuasion

The Key Issues

Persuasion and Influence

Getting buy-in

Understanding decision making

Key Competences​

Balancing emotion & logic

Applying ethical approaches

Negotiating & managing

The Right Programme for You

Highlights

Practice and use the Pre-Persuasion Checklist to prepare for a situation where you need to influence a colleague.

Learn how to be ethical and avoid unethical behaviours from others.

Learn, Practice and Use

Programme Details

Seven Programme Modules

Faculty

BettinaHausmann

BettinaHausmann

BettinaHausmann

BettinaHausmann

BettinaHausmann

Upcoming Programmes

Contact Us

Contact Us

Testimonials

"“It is a perfect possibility to connect with people from different industries, who are dealing with the same issues.”

“Facilitator, content, tools, methods, room were very good and fitted to the participants and their needs.”

“Very interesting topics, international and multicultural environment. Very professional coach.”

“The subjects covered were extremely relevant and gave input to my personal development.”

Testimonials

"“It is a perfect possibility to connect with people from different industries, who are dealing with the same issues.”

“Facilitator, content, tools, methods, room were very good and fitted to the participants and their needs.”

“Very interesting topics, international and multicultural environment. Very professional coach.”

“The subjects covered were extremely relevant and gave input to my personal development.”

Other MCE Recommended Programmes

The MCE Team is ready to answer your questions

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Getting
buy-in

Key Competences

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Hausmann

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Hausmann

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Hausmann

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Hausmann

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Hausmann

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