Psychology of Persuasion

“It appeared to be based on sound academic research, it was engaging and relevant”
Andrew Tune, Line Manager´╗┐

This workshop is designed for anyone who has to persuade regularly as part of their job and are interested in gaining a greater understanding into the psychology of persuasion and enhancing their own ability to persuade effectively.

Participants will:

  • Gain greater knowledge of the theories of persuasion and influence
  • Understand the impact of the non-verbal aspects of our communication including: vocal patterns, facial expression, gaze, posture and gestures and practice skills to enhance their own non-verbal behaviour for positive influence
  • Understand own style of persuasion, recognise the different communication styles of others and learn how to adapt their own style to influence more effectively
  • Identify areas that may have a negative effect on the persuasion and how to plan a strategy

The workshop is highly interactive containing theory, discussions, practical exercises, and case studies. We will cover the following areas:

  • Central and peripheral routes to persuasion
  • Mechanics of influence
  • Emotions and their influence on persuasion
  • Caildini’s 6 weapons of influence
  • Loss aversion
  • Locus of control
  • Forewarning
  • Social behaviour styles
  • Non-verbal communication and congruence
  • Point of maximum impact
  • Relevance theory
  • Resistance hurdles and handling objections

Maximum number of delegates: 12

Course type:
Learning Collaboration
Course reference:
TLC Units:
Member price:
Non-member price:
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