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Influence and the Art of Persuasion 

  Dr. Rick Kirschner

Time Allocation - Topics


30%	Introduction
	• Useful Definitions and Important Issues
	• Four Possible Outcomes
	• Three Receiving Zones
	• Persuasion Proposition

35%	Listen to Understand
	• Surface structure to Deep Structure
	• Listening Basics
	• Listen for Needs-Style
	• Listen for Nine Information Gates
	• Listen for Motivations and Positions

35%	Speak Persuasively
	• Two Listening Modes
	• Seven Persuasion Signals
	• Eight Delivery Guides
	• Uncle Milty Checklist
	• Persuasion Proposition

Seminar Description

Expand your reach and vision beyond the boundaries of your own efforts! Achieve your objectives with the assistance of others! Develop your skills, confidence and determination as you explore the amazing designs and practical patterns of the Art of Persuasion. In this seminar, you will learn to approach people with an ability to hear what has not been said, an awareness of what moves and motivates, a determination that what gets communicated is exactly what you intend, and the confidence to get it across in a compelling and meaningful way.

Guide to Participant Selection

Department

Admin

Distrib

Engr

Finc

H.R.

Legal

Mktng

IT

Opr

Plng

Pchsg

R&D

Sales
Senior Executive
 (Pres, Exec & Sr VP)		 3 3 3 3 3 3 3 3 3 3 3 3 3

Executive
 (VP & Gen'l Mgr)

 3 3 3 3 3 3 3 3 3 3 3 3 3
Senior Managers
(Div & Reg. Mgrs)		 1 1 1 1 1 1 1 1 1 1 1 1 1
Middle Managers
 & Superintendents		 1 1 1 1 1 1 1 1 1 1 1 1 1

APPLICABILITY: 
 1 indicates primary target audience.
2 indicates a good fit if the level of material is appropriate.
3 indicates (in the opinion of the institute and the faculty) very limited applicability.

 
 
All Sessions for this faculty member have been completed for this year. Please check back again soon.
 
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