Mastering Influence
This training is for leaders and team members who want to persuade and engage others even without the power of their position.
Cialdini’s Principles of Influence
Licensed / external methodologyThe psychological principles of influence, without relying on power.
- We translate the principles into proposal and negotiation situations
- We practice engaging and persuading others without a position of power
Robert B. Cialdini, author of Influence, described the principles that determine whether a request or an offer will get a yes: reciprocity, commitment and consistency, social proof, liking, authority and scarcity, which in GROW's practice we supplement with the contrast principle. Learning and practicing these principles is more than new knowledge: it changes the way we see ourselves and others, and this shows in both behavior and results. In the programs, we start with the ethics of influence and work throughout on real workplace situations: proposals, negotiations, written and spoken communication, and how to inspire and engage others without positional power. In the sales programs, we link the principles with DISC behavioral typology so that the arguments are tailored to the customer's type.
Related programs: Mastering Influence · Effective Face-to-Face Sales Communication
What is the program about?
One- or two-day group training, in person or online, built on Cialdini's Principles of Influence; also available with Thod support.
Robert B. Cialdini, author of Influence and one of the best-known researchers of the psychology of influence, described the principles that decide whether a request or an offer gets a yes. These principles form the foundation of the training.
What you take away: deliberate use of the principles of influence in offers and in written and spoken communication; techniques that work for sparking interest; the ability to build a positive company or product image, even in difficult situations.
Who is the program for?
For leaders and team members who want to persuade and engage others even without positional power. It is especially timely when team members want to use the psychological toolkit of influence deliberately in offers and negotiations.
When is it worth starting?
- sparking interest and a positive company or product image matter, even in difficult situations
- you need to learn techniques for engaging and persuading others without positional power.
How we work
The training starts with the ethics of influence, because the techniques only work in the long run if the other party does not feel deceived afterwards either. Throughout, we work on real workplace situations: offers, negotiations, and how to engage partners at higher levels without positional power.
Learning and practicing the principles is more than new knowledge; it changes the way we look at ourselves and others, and that shows in behavior and results as well.
Program topics
- the ethics of influence
- principles of making an impact
- the psychological principles of influence (Cialdini)
- inspiring and engaging others without authority
- motivation and persuasion in companies' internal and external communication
- examples, situational exercises, feedback.
Delivery
We weight the topics to fit the client organization's situation. On request, we support the program with the Thod learning support system, which keeps participants applying what they have learned between training days.
It is also worth starting if:
- partners at higher levels of power also need to be won over to cooperate.
Further results:
- the ability to win cooperation, even from partners at higher levels of power.
