Course structure
Module 1: Understanding Persuasion and Influence
1.1 Definition of Persuasion: What it is and why it matters.
1.2 The Power of Influence: Psychological principles, including Cialdini’s Six Principles of Influence (Reciprocity, Commitment, Social Proof, Authority, Liking, Scarcity).
1.3 The Science of Persuasion: How people form judgments and decisions.
1.4 Activity: Analyze a business negotiation video and identify persuasion tactics used by the parties.
1.5 Key Reading: Excerpts from Influence: The Psychology of Persuasion by Robert Cialdini.
Module 2: Persuasive Communication Techniques
2.1 Effective Communication Styles: Verbal, non-verbal, and written persuasion.
2.2 Crafting a Persuasive Message: The art of framing, structuring, and presenting arguments.
2.3 Building Emotional Connections: How to connect with your audience on an emotional level to increase persuasion.
2.4 Activity: Create a persuasive pitch for a business idea, focusing on structure and emotional appeal.
Module 3: Negotiation Fundamentals
3.1 The Negotiation Process: From preparation to closing.
3.2 BATNA and ZOPA: How to evaluate your Best Alternative to a Negotiated Agreement and Zone of Possible Agreement.
3.3 Power and Leverage in Negotiations: Understanding your power and how to use it effectively.
3.4 Activity: Simulate a negotiation scenario using BATNA and ZOPA to identify areas for compromise.
Module 4: Building Rapport and Trust in Negotiation
4.1 Trust in Negotiation: The importance of building trust and how to do it quickly.
4.2 Techniques for Building Rapport: Active listening, mirroring, and empathy.
4.3 Activity: Role-play a scenario where participants must build rapport in a difficult negotiation.
Module 5: Advanced Negotiation Strategies and Tactics
5.1 Hard vs Soft Negotiation Tactics: How to balance assertiveness and cooperation.
5.2 Concessions and Compromise: The art of making and accepting concessions without losing value.
5.3 Dealing with Difficult People: Handling tough negotiators and using silence, timing, and empathy to maintain control.
5.4 Activity: Analyze case studies of high-profile business negotiations and identify the strategies used.
