1
Introduction
- Defining the process of influencing others
- Engendering persuasive communication
- One-to-one interaction processes
Exercise
self-assessment test and personalized analysis
2
How to convince your audience
- Understanding other people’s defense mechanisms and sensitivity to stress : Identifyingobstacles to communication, Estab
- Working on stress reactions according to different personality types : Addressing others’ systems of self-protection, En
- Dealing with the others’ needs and expectations : Ensuring your communication is clear and concise , Gaining cooperation
Exercise
Role-play : delivering difficult messages. Group debriefing session.
3
How to acquire effective techniques to influence others
- Basing your presentations on facts : Giving clear and structured explanations, using logical demonstrations, suggesting
- How to Include behavioral factors to be more convincing : Taking your counterpart’s personality into account, Creating a
Exercise
Role-play : improving convincing skills. Group debriefing session.
4
How to develop effective skills for convincing others
- Asking the right questions
- Listening and giving efficient answers
- Anticipating questions and objections
- Reaching an agreement
Exercise
Role-play : developing persuasion techniques. Group debriefing session.
2d
- 14h00 
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