The Power of persuasion

Course leader: Dr Halina Wisniewska
Home institution: Kozminski University, Poland
Brief description of the course

What makes a politician deliver a winning speech? What makes a Ted Talk presenter receive a standing ovation? What makes a successful salesperson exceed the sales targets? There answer is: the power of persuasion- an essential life skill. Effective influencers have the power to make people listen, to change people's attitudes and opinions, to influence people's behaviours without ordering or threatening them. The objective of the course is to allow the participants become skilled in the art of persuasion in various situations, should they be private or professional. During the classes, run in a form of interactive lectures and workshops, we shall among others: Watch and analyse some great speeches;      Identify and discuss tools of persuasion used successfully for centuries;  Discuss the secrets of success of  J. Belfort’s team ("The Wolf of Wall Street").

Topic list

The nature of human communication

Basic communication skills

Power vs Influence

Rhetorical devices

Non-verbal elements in persuasion

Building credibility

Persuasion triggers

Skills of a master salesperson

Persuasive presentations and speeches

Reading list

Power, Influence and Persuasion, HBR, 2005

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