The Psychology of Influence The University of Sydney

Overview

Hear how to create a persuasive message and deliver it in written or spoken format. Suitable for professionals who manage relationships, interact with customers, work in teams, provide consulting services or need to ‘manage up’ effectively.

What you will learn

By the end of The Psychology of Influence offered by University of Sydney, you should be able to:

• understand how key concepts from social psychology can be used to improve the persuasiveness of your communication

• take an ethical approach to influencing in business contexts

• apply six principles of influence to everyday work situations

• use a four-step process to structure and present a compelling message

• identify and match motivational drivers to increase receptivity to your message

• use influential language patterns to speak persuasively

• handle objections and resistance by using principle based negotiation tools.