Upon completion of this course, participants will be able to:

• Apply the psychological principles of persuasion and influence (e.g., Reciprocity, Scarcity) ethically and strategically.
• Master the art of influencing without formal authority over peers, matrix teams, and senior executives.
• Develop and articulate a compelling personal and organizational vision that inspires sustained commitment.
• Utilize emotional intelligence to tailor influence strategies to the specific motivations of diverse stakeholders.
• Build strong, effective coalitions and mobilize internal champions for strategic initiatives.
• Project a confident, authentic leadership presence and use non-verbal cues to reinforce persuasive messages.
• Structure arguments and communications to logically and emotionally convince resistant audiences.
• Negotiate favorable outcomes by understanding underlying interests and leverage points.

• Senior Managers, Directors, and Executive Leaders
• Internal Consultants and Project Managers leading matrixed teams
• Sales and Business Development Executives
• Leaders responsible for driving major organizational change
• Individuals seeking to enhance their executive presence and communication impact

• Video-recorded role-playing of high-stakes influence scenarios (e.g., presenting to a reluctant board, negotiating resources).
• Workshops on applying Cialdini's principles to real organizational change initiatives.
• Individual exercises crafting a 60-second persuasive elevator pitch and personal vision statement.
• Group activities mapping stakeholder influence networks and developing tailored communication plans.
• Master class in non-verbal communication and executive presentation delivery.

Unit 1: The Psychology and Ethics of Influence

• Differentiating between power, authority, manipulation, and ethical influence
• In-depth analysis of Robert Cialdini's Six Principles of Influence (e.g., Reciprocity, Commitment)
• The role of credibility (trust and expertise) as the foundational element of influence
• Understanding how cognitive biases impact stakeholder receptivity to new ideas

Unit 2: Influencing Without Authority

• Strategies for building strong, mutually beneficial relationships across functional silos
• Techniques for 'managing up': influencing senior executives and board members on strategic priorities
• Mastering the use of data and storytelling to create a compelling, undeniable business case
• The process of building internal coalitions and mobilizing project champions

Unit 3: Vision, Purpose, and Inspirational Leadership

• Crafting a clear, compelling vision that resonates emotionally with employees and stakeholders
• Using narrative and metaphor to simplify complex strategic ideas and enhance memorability
• Techniques for leveraging emotional intelligence to align influence with core values
• The leader's role in creating meaning and connecting daily tasks to the organizational purpose

Unit 4: Executive Presence and Persuasive Communication

• Elements of a powerful executive presence: visual, verbal, and vocal impact
• Strategies for mastering non-verbal communication and mirroring/matching techniques
• Structuring persuasive presentations and arguments using the Monroe's Motivated Sequence
• Techniques for managing Q&A sessions and responding to resistance and difficult questions

Unit 5: Sustainable Influence and Change Mobilization

• Applying influence principles to overcome resistance and accelerate the adoption of change initiatives
• Negotiating win-win outcomes by shifting focus from positions to underlying interests
• Strategies for maintaining long-term influence by consistently delivering value and honoring commitments
• Developing a personal influence map and tracking relationship strategies