Skip to content
  • OPEN TRAINING PROGRAMMES
    • OPEN TRAINING PROGRAMMES

      Develop Your Skills

      • Managing People & Teams
      • Leadership Skills
      • Communication & Presentations
      • See all
        See all

      Your Seniority

      • New Managers
      • Managers
      • Senior Managers
      • See all
        See all

      Your Industry

      • Pharmaceutical
      • Mining
      • Chemicals
      • See all
        See all

      MCE Near You

      • Germany
      • Belgium
      • Switzerland
      • See all
        See all

      Discover More

      • MCE Mini MBA's
      • MCE Essentials
      • All Access Passes
      • See all
        See all

      Special Editions

      • Demo Sessions (FREE)
      • MCE Weeks
      • AMA Certification
      • See all
        See all
  • CUSTOMIZED LEARNING SOLUTIONS
    • customized learning solutions

      • What are Customized Learning Solutions
      • Focusing On Your Goals & Needs
      • Your Learning Solution Options

      MCE CLIENT STORIES

      • The Teijin Group
      • MSC Cruises
      • AMGEN
      • See all
        See all

      other corporate services

      • Licensing of Programmes
      • Executive Updates
      • All Access Passes
      • Certification
      • Business Resources
      • See all
        See all
  • OUR INSIGHTS
      • Diversity & Inclusion
      • Oil & Gas Industries
      • Strategic Analytics
      • Women's Leadership Centre
      • See all
        See all
  • ABOUT MCE
      • About MCE
      • Partnerships & Memberships
      • Contact Us
  • OPEN TRAINING PROGRAMMES
    • OPEN TRAINING PROGRAMMES

      Develop Your Skills

      • Managing People & Teams
      • Leadership Skills
      • Communication & Presentations
      • See all
        See all

      Your Seniority

      • New Managers
      • Managers
      • Senior Managers
      • See all
        See all

      Your Industry

      • Pharmaceutical
      • Mining
      • Chemicals
      • See all
        See all

      MCE Near You

      • Germany
      • Belgium
      • Switzerland
      • See all
        See all

      Discover More

      • MCE Mini MBA's
      • MCE Essentials
      • All Access Passes
      • See all
        See all

      Special Editions

      • Demo Sessions (FREE)
      • MCE Weeks
      • AMA Certification
      • See all
        See all
  • CUSTOMIZED LEARNING SOLUTIONS
    • customized learning solutions

      • What are Customized Learning Solutions
      • Focusing On Your Goals & Needs
      • Your Learning Solution Options

      MCE CLIENT STORIES

      • The Teijin Group
      • MSC Cruises
      • AMGEN
      • See all
        See all

      other corporate services

      • Licensing of Programmes
      • Executive Updates
      • All Access Passes
      • Certification
      • Business Resources
      • See all
        See all
  • OUR INSIGHTS
      • Diversity & Inclusion
      • Oil & Gas Industries
      • Strategic Analytics
      • Women's Leadership Centre
      • See all
        See all
  • ABOUT MCE
      • About MCE
      • Partnerships & Memberships
      • Contact Us
Search

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.

See dates & locations

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.
  • Business Professionals
Specialists, engineers, chemists, technical staff, logistics, commercial positions, project managers etc
  • New Managers
Managers of teams including team leaders with up to 3 years' experience in this role
  • Managers
Managers of teams and departments with more than 3 years' experience in this role
  • Senior Managers
Managers of managers, countries, divisions, regions companies with more than 10 years of senior management experience

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
  • Read body language
  • Role-play a solution to your biggest influence challenge at work
  • Learn tactics to protect yourself from unethical behaviour
  • Prepare to influence an individual by using the Pre-Persuasion Checklist

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
Brochure Download
Brochure cover-Expanding your influence
CONTACT US FOR MORE INFO

Faculty

Bettina
Hausmann

LEARN MORE

Bettina
Hausmann

LEARN MORE

Bettina
Hausmann

LEARN MORE

Bettina
Hausmann

LEARN MORE

Bettina
Hausmann

LEARN MORE

Upcoming Programmes

Choose your preferred learning solution

Face-to-Face
2 days
€2,950
  • SEE DATES

Date
City
Location
Information
03 Nov – 04 Nov 2025
London
City Centre
REGISTER

Live Online
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

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

Contact Us

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

Contact Us - Inco Request
I am interested in training for *
Checkboxes
Checkboxes
  • SEE DATES

  • SEE DATES

  • CONTACT US

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.

Contact Us - Inco Request
I am interested in training for *
Checkboxes
Checkboxes

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

Developing Personal
Influence and
Impact

  • 4 Days In Person
  • Available In Company
  • SEE MORE
    SEE MORE

Getting Results
Without
Authority

  • 3 Days In Person
  • 4 Sessions Online
  • Available In Company
  • SEE MORE
    SEE MORE

How to Flex Your
Communication
Style

  • 3 Days In Person
  • 4 Sessions Online
  • Available In Company
  • SEE MORE
    SEE MORE

The MCE Team is ready to
answer your questions

shape-gold.svg

Download Your MCE Programme Guide Here

Download the MCE
Programmes Guide

Your International Partner For Agile People Development
  • +32 (0)2 543 21 20
  • info@mce.eu
  • Glaverbel Building,
    Chaussée de la Hulpe 166,
    1170 Brussels
  • SEE ON MAP
    SEE ON MAP
GET IN TOUCH
Get in touch
I am interested in training for *
Checkboxes
Checkboxes
SUSCRIBE TO MCE NEWS​

Stay updated with the latest research-based articles, training programmes, and more to help you strengthen your leadership skills.

Newsletter Subscription
Checkboxes *

GET IN TOUCH

Get in touch
I am interested in training for *
Checkboxes
Checkboxes

SUBSCRIBE TO MCE NEWS

Stay updated with the latest research-based articles, training programmes, and more to help you strengthen your skills.

Newsletter Subscription
Checkboxes *
© 2025 Management Centre Europe, All rights reserved. Privacy Policy | Sitemap

follow us