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About Course
LEVEL 2: Advanced & Persuasive Communication
Course Title: Influential Communication: Persuasion, Negotiation, and Leadership Presence
Target Audience: Managers, team leads, senior individual contributors, sales professionals.
Duration: 2-Day Workshop (or 6 x 2-hour virtual sessions)
PART 1: Strategic Communication & Stakeholder Mapping
• Learning Objective: Communicate with purpose based on a deep understanding of stakeholders.
• Topics:
o Moving from what to say to why and to whom.
o Stakeholder Analysis: Identifying influencers, decision-makers, and blockers.
o Tailoring Your Message and Style for Different Personalities (e.g., DiSC model overview).
o Setting Clear Communication Objectives for every interaction.
PART 2: The Frameworks of Persuasion
• Learning Objective: Use established psychological principles to build compelling cases.
• Topics:
o Aristotle’s Rhetoric: Ethos (Credibility), Pathos (Emotion), Logos (Logic).
o Cialdini’s 6 Principles of Persuasion: Reciprocity, Scarcity, Authority, Consistency, Liking, Consensus.
o Building a Business Case: Problem, Solution, Benefits, Evidence.
o Storytelling as a Persuasion Tool: Data vs. Narrative.
PART 3: High-Stakes Conversations & Negotiation
• Learning Objective: Navigate difficult conversations and negotiate for win-win outcomes.
• Topics:
o Framework for Crucial Conversations (from the book Crucial Conversations).
▪ Getting to the root of the problem.
▪ Creating Psychological Safety.
▪ Staying in Dialogue when you’re angry or scared.
o Principled Negotiation (Getting to Yes): Separate People from the Problem, Focus on Interests, not Positions.
o Managing Emotions and Cognitive Biases.
PART 4: Executive Presence & Powerful Presentations
• Learning Objective: Command a room and present ideas with confidence and clarity.
• Topics:
o Components of Executive Presence: Gravitas, Communication, Appearance.
o Structuring a Powerful Presentation:
▪ The What? So What? Now What? model.
▪ Strong openings and memorable closings.
o Handling Q&A Sessions with Confidence.
o Using Visual Aids Effectively (They are aids, not the presentation).
PART 5: Leading Through Communication
• Learning Objective: Use communication to motivate, align, and inspire teams.
• Topics:
o The Role of Strategic Messaging and Vision Casting.
o Running Highly Effective Meetings: Purpose, agenda, outcomes.
o Communicating Organizational Change.
o Coaching for Performance: The G.R.O.W. model (Goal, Reality, Options, Will).
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