1 1 1 1 1 1 1 1 1 1 1 1 1 11 1 1 1 1 1 1 1 1 1 1 1

Toronto
The Institute for Management Studies, 201 West Liberty Street, Suite 100, Reno NV 89501
SUBJECT
INFLUENCE AND THE ART OF PERSUASION
FACULTY
DR. RICK KIRSCHNER
LOCATION
T I M E
Arcadian Loft
401 Bay Street, 8th Floor Simpson Tower (Corner
of Bay264-1211
and Queen)
(416)
DATE Thursday, August 13,
REGISTRATION 8:30 AM
SESSION
2015
9:00 AM - 4:00 PM
T O P I C S
30%
Introduction
• Useful Definitions and Important Issues
• Four Possible Outcomes
• Three Receiving Zones
• Persuasion Proposition
35%
Listen to Understand
• Surface structure to Deep Structure
• Listening Basics
• Listen for Needs-Style
• Listen for Nine Information Gates
• Listen for Motivations and Positions
35%
Speak Persuasively
• Two Listening Modes
• Seven Persuasion Signals
• Eight Delivery Guides
• Uncle Milty Checklist
• Persuasion Proposition
S E M I N A R
D E S C R I P T I O N
Expand your reach and vision beyond the boundaries of your own efforts! Achieve your objectives with the assistance of others!
Develop your skills, confidence and determination as you explore the amazing designs and practical patterns of the Art of
Persuasion. In this seminar, you will learn to approach people with an ability to hear what has not been said, an awareness of
what moves and motivates, a determination that what gets communicated is exactly what you intend, and the confidence to get
it across in a compelling and meaningful way.
F O R
R E S E R V A T I O N S
Mark Jesty
Phone: (705) 293-0506 e-mail: [email protected]
F A C U L T Y
Dr. Rick Kirschner (TheArtofChange.com) is a best-selling author and respected authority who
offers a powerful approach to dealing with change and communication that unlocks creativity,
enhances teamwork and leadership, increases commitment, service and innovation. In speeches for
association events and seminars for Fortune 1000 companies, in executive and management retreats,
Dr. Kirschner helps his audience find the personal motivation for doing the important work today of
creating for creating a better tomorrow. As an executive coach, Dr. Kirschner has delivered programs for
such major organizations as AT&T, Heineken, IBM, Nationwide Insurance, Starbucks Coffee Company,
St. Joseph Healthcare, Texas Instruments and the Young Presidents Organization. Dr. Kirschner is the
coauthor of the international bestseller, Dealing With People You Can`t Stand: How To Bring Out The
Best In People At Their Worst, as well as Life By Design, and Love Thy Customer; and is the author of
the comprehensive communication program, `Insider`s Guide To The Art of Persuasion.` He has
delivered his expertise in thousands of radio and television appearances, interviews, newspaper and
magazine articles, from CNBC and CBC to FOX, from the Wall Street Journal to Success Magazine to USA
Today.
G U I D E
T O
SENIOR EXECUTIVE
(Pres, Exec & Sr. VP)
EXECUTIVE
(VP & General Mgr)
SENIOR MANAGER
(Div. & Reg. Mgrs)
MIDDLE MANAGER
& SUPERINTENDENTS
APPLICABILITY
P A R T I C I P A N T
3
3
1
1
S E L E C T I O N
3
3
1
1
3
3
1
1
Admin Distrib Engr
Finc
3
3
1
1
3
3
1
1
3
3
1
1
3
3
1
1
H.R. Legal Mktng
3
3
1
1
3
3
1
1
IT
Ops
3
3
1
1
3
3
1
1
Plng Pchsg
3
3
1
1
3
3
1
1
R&D
Sales
“1” indicates primary target audience
“2” indicates a good fit if the level of material is appropriate
“3” indicates (in the opinion of the Institute and faculty) limited applicability.
F O C U S
PRIMARY
LEADERSHIP DEVELOPMENT:
Adaptability, Communication, Motivation
SECONDARY
PLANNING/ORGANIZING:
Selecting and Organizing Information
TERTIARY
L E V E L
EXECUTING/CONTROLLING/EVALUATING:
Use of Authority, Direction
Introductory
Intermediate
Copyright © 2014 Institute for Management Studies. World rights reserved.
Advanced
Visit us on the web at www.ims-online.com