Persuasion and preparation
Power, persuasion, rhetoric and negotiation foundations.
A half day on building a persuasive case and preparing to negotiate: power, Cialdini's principles, rhetoric, reading the room and principled negotiation.
- Level
- Explore
- Learning time
- 4 hours
- Where
- Influence, Persuasion and Negotiation
- Price
- £129
When you step up to a higher level, what you paid in the last 12 months for lower-level courses inside the bigger course comes off its price, in proportion to how much of each is inside it, whichever topic it's from. Courses at the same or a lower level don't give credit against each other. A Focus course or above always costs at least £15. Read the full terms
Certificate of Completion, or Certificate of Completion and Assessment with a short assessment
Overview and Outcomes.
Who It's For
Public service leaders who need to persuade and negotiate
Overview
Persuasion and preparation is a half day exploration of the foundations of influence and negotiation. It begins with French and Raven's bases of power, Weber's types of authority and the ethical line between persuasion and manipulation, then works through Cialdini's seven principles and the disclosure test. Rhetoric follows, from Aristotle's ethos, pathos and logos and Churchill's 1940 speech to Berger's Magic Words. The programme then reads the room, correcting the myth drawn from Mehrabian and building active listening and emotional intelligence, before moving to the table with Fisher and Ury's principled negotiation, BATNA and ZOPA, and the Camp David talks.
Aims
The aim is to develop leaders who can build a persuasive case and prepare for negotiation with integrity, understanding the sources of their influence, choosing words and principles that work ethically, reading people with humility and focusing on interests rather than positions.
In summary, you will be able to:
- Explain the bases of power, types of authority and principles of persuasion, and distinguish ethical persuasion from coercion and manipulation.
- Use rhetoric, active listening and emotional intelligence to strengthen how you present a case and how you read a room.
- Plan a negotiation around interests rather than positions, identifying your BATNA, reservation price and the zone of possible agreement.
What you'll develop
Across this Explore, you will develop the ability to:
- Distinguish influence, power and authority, and identify which of French and Raven's six bases of power you and others are drawing on.
- Compare Weber's traditional, charismatic and rational-legal authority and assess the risk of an organisation depending on charismatic authority.
- Identify which of Cialdini's seven principles is at work in a message, appeal or campaign.
- Explain how ethos, pathos and logos each fail on their own, and sequence them as Churchill did: facts, then trust, then feeling.
- Explain what Mehrabian's research actually found, and identify the four sides of a message using Schulz von Thun's model.
- Distinguish positions from interests and apply Fisher and Ury's four principles of principled negotiation.
Built from 3 parts.
4 hours of learning.
- 01Where influence really comes fromPower, authority and influence at workBitesize1 module
- 02The art of the persuasive caseCialdini's principles of persuasion and rhetoricBitesize2 modules
- 03Reading the roomNegotiation skills: the foundationsBitesize2 modules
Keep going.
Part of the Influence, Persuasion and Negotiation topic, also sold whole as Getting to yes, well.
Go deeper, and pay only the difference
- You are hereExplore, 4 hours, £129
- The whole topicImmerse, Getting to yes, well, 9 hours 30 minutes, £249. Already own the Explore? You pay £120.
When you step up to a higher level, what you paid in the last 12 months for lower-level courses inside the bigger course comes off its price, in proportion to how much of each is inside it, whichever topic it's from. Courses at the same or a lower level don't give credit against each other. A Focus course or above always costs at least £15. Prices per person. Read the full terms
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