Expanding Your Influence: Understanding the Psychology of Persuasion (Live Online)

Expanding Your Influence: Understanding the Psychology of Persuasion (Live Online)
June 16th, 2024


Learn more

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

• 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

Key Competencies:
• Persuasion and Influence
• Getting buy-in
• Understanding decision making
• 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.

Typical Participants:
• Managers

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 behavior
• Prepare to influence an individual by using the Pre-Persuasion Checklist
Share your knowledge and challenges with your peers and MCE's highly experienced faculty

Programme Modules

What will you learn and practice?

Expanding Your Influence: Understanding the Psychology of Persuasion is a hands-on training programme is highly interactive with exercises and role-plays. The programme will be led by an experienced facilitator with former management experience in international companies.

7 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 


Frederic Ollier


“ 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



What are MCE’s Live Online programmes?

MCE’s “Live Online” programmes, powered by AMA, are live, interactive, trainer-led courses that are completely user-friendly and accessible from your office or home PC. They’re the perfect time-saving alternative when you want training but can’t get away from the office. Live online sessions use Voice-over Internet Protocol (VoIP) technology and Adobe® Flash® Player which means facilitator and participants communicate over the internet using a USB Headset with microphone to speak and listen to each other during the sessions.


Who facilitates MCE’s Live Online programmes?

A member of our expert faculty of business professionals will lead your programme. Beyond our course leaders’ experience in business training, they are specially trained to present our high-quality content in an engaging, live online format.


What will I do during the Live Online sessions?

During the Live Online sessions, you will interact with the facilitator and with other participants using voice (VoIP) and text-based chat, as well as a range of sophisticated, yet easy to use, audience participation tools such as polls, whiteboard, etc.

Throughout the programme, you will engage in discussions and experiential activities based on realistic workplace scenarios, including practical exercises and role play in breakouts, as well as individual and group debriefs.

During the breakout exercises, you will have a unique opportunity to discuss challenges and apply skills in concrete practical situations, while receiving significant feedback from others.


What are the technical requirements for my computer?

The sessions are delivered via an Internet Explorer browser session using Adobe Acrobat Connect. Internet Browser and other technical requirements are available by clicking here.


Why can’t I join on a tablet or mobile phone?

Using a desktop or laptop computer is required in order to experience all the features and interactions during the programme. We strongly recommend against using tablets or mobile phones. Click here to check the technical requirements for your computer.


Can I join on Wi-Fi?

We strongly recommend joining the sessions through a wired internet connection. Please note that Wi-Fi, Blue tooth and mobile wi-fi are all unstable and cause a deteriorated experience not only for the affected participant, but for the entire group as well, including audio drop, disconnection from the rooms and delays in the interaction.


Why do I need a headset?

An appropriate computer headset with built-in microphone is required in order to attend Live Online sessions. A headset with a microphone will allow you to hear and be heard comfortably. Connecting with the computer’s built-in audio may create echoes affecting the whole group experience, therefore we strongly recommend against it.

Your headset should have the following characteristics:

  • USB connection, with plug-and-play capability (i.e., with the software driver included)
  • A built-in microphone with noise-cancelling capabilities
  • Clear digital stereo headphone audio

A good indication that a headset will perform well for our Live Online sessions is a “designed for videoconferencing” or “designed for Skype” label. An example of a headset which has been found to work well with our Live Online programmes is the Logitech h340.

Several colleagues are attending this programme at the same time, can we all join together from the same room/computer?

Because of the various interactions taking place during the session, it is important that each individual participant joins the session on a separate computer, and from a separate room. In order to provide the best possible experience for all participants, we also strongly recommend that you sit in a quiet environment with no background noise (please try to avoid open space work areas).


What do I need to do in order to connect to the sessions?

We want you to feel completely comfortable and ready to go, so we’ll email you before your scheduled course and give you all the information you need about the simple set-up process.


What are the interactive features used during Live Online programmes?

You’ll be able to speak to and/or electronically communicate with the facilitator and other attendees. You can also share files, view the facilitator’s desktop, ask questions, tell the facilitator to speak louder, softer, slow down, etc. (through simple icons). You’ll see what your facilitator is writing, view and hear questions and comments from other attendees, and be able to work in subgroups.  A headset is required for optimal communication throughout the Live Online programme.


How far in advance do I need to register for a Live Online programme?

The earlier the better.  That way, you’ll have time to acquire your headset before the first lesson and have plenty of time to do any pre-work, downloading, pre-assessments, etc., that your programme might require. In order to experience the Live Online programme to its fullest, we recommend you register no later than one week before Lesson One.


I registered for a Live Online programme; why haven’t I heard from you?

After you register, we will always email you to confirm your registration and provide you with additional information before your first lesson. Occasionally, however, customers may not receive the emails because of their company’s email security settings, a spam blocker, or an incorrect email address. If you registered but didn’t get your confirmation email the day after registration, or an email with your access to the AMA Learning Portal, or your system readiness check email, please notify MCE Client Services at +32 2 543 21 20 immediately. We will make sure you have everything you need before your programme.


Will I get a certificate at the end of the programme?

After successful completion of the programme, participants will be awarded a Certificate. In order to qualify for this certificate, participants must register for and attend the programme using their individual log-in ID for the entire duration of the sessions. Speaking in the sessions via individual VoIP connection and participating in all of the chat, polling, and breakout exercises is required. Archived recordings or groups attending through one computer/connection do not qualify for the certificate.


What level of English do I need to take part in an MCE Live Online programme?

MCE’s participants come from over 90 different countries but all of our open enrolment programmes are run in English. You need to have a good working knowledge of English to be able to fully participate in the programme and engage in various interactions with other participants. If you have difficulty understanding these questions, the programme might be difficult for you too.


Security and Data Privacy

  • Each participant uses a unique, system-generated Login ID via Internet email.
  • Customer data privacy is a key priority for MCE. Maintaining your trust and confidence by handling your personal data securely is of the highest importance to us. For more information about what information MCE collects and how it is used, please read our Data Privacy Policy.

The MCE Team is ready to answer any questions you have. Please contact us by phone, email, contact form or even website chat. We would be happy to talk to you!

Leading Self

Dates & Locations

24 Jun – 26 Jun 24 (Live Online)
Live Online

07 Oct – 09 Oct 24 (Live Online)
Live Online


24 Jun - 26 Jun 24

3 sessions of 3 hours on:
24 Jun, 09:00 – 12:00CET
25 Jun, 09:00 – 12:00CET
26 Jun, 09:00 – 12:00CET

07 Oct - 09 Oct 24

3 sessions of 3 hours on:
07 Oct, 09:00 – 12:00CET
08 Oct, 09:00 – 12:00CET
09 Oct, 09:00 – 12:00CET


excl. VAT*

Brochure Download

Book Reviews


Success Stories

Press Releases