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Certificate In Influencing And Persuasion Skills Know How To Use The Power Of Persuasion And Influence To Get Anyone To Eagerly Do Anything ing You Want Brand New Course

10 – 13 November 2013 Kempinski Hotel, Mall of the Emirates, Dubai, UAE

Key Business Benefits • Apply the six key rules of persuasion effectively when dealing with teams, departments, clients and all the people you interact with • Adopt persuasion techniques used by world experts to suit your needs • Raise performance levels within your team/organisation • Influence your boss/senior management with your improved communication style and non-verbal communication skills • Advocate persuasive messages when using the correct media: face to face, telephone or email

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About Your Expert Course Director Graeme I’Anson is an independent Training Consultant specialising in sales, leadership and personal impact training. Graeme has 22 years of experience training participants in over 30 countries across the world.

The George Washington University School of Business, IIR Middle East’s Academic Partner, is dedicated to excellence: in its teaching and research about management, in the public and private sectors, within the United States and internationally. The school has a 75 year history of preparing men and women for leadership in both the public and private sectors. Known internationally for its dedication to academic excellence, the school draws students from all parts of the United States and around the world. Beyond first class teaching and scholarship, the school’s faculty offers practical experience in the issues and challenges confronting business and government. Its research centres link faculty and students with US and international business and government organisations. Recent distance learning initiatives have expanded the school’s global reach.

Course Requirements And Certificates Delegates must meet two criteria to be eligible for an IIRME/GW Certificate of Completion for a course: 1. Satisfactory attendance – delegates must attend all sessions of the course. Delegates who miss more than 2 hours of the course sessions will not be eligible to sit the course exam 2. Successful completion of the course assessment Delegates who do not meet these criteria will receive an IIRME Certificate of Attendance. If delegates have not attended all sessions, the Certificate will clearly state the number of hours attended.

Who Should Attend? This course is targeted at a broad audience who wishes to improve personal powers of influence and persuasion. It is ideal for all managers, newly appointed team leaders or supervisors and senior managers who have operational responsibility for a defined area of activity. The nature of the material and concepts presented within this course make this fit for organisations from any sector: service, commercial, industrial, manufacturing or hospitality.

Would you like to run this course in-house? The in-house training division of IIR Middle East Tel: +971 4 407 2624 • Email: CTS@iirme.com www.iirme.com/cts

After managing export sales for over 10 years in his family business, Graeme went on to join a training consultancy in Scotland. He successfully developed a broad range of clients in many industries and sectors. After nine years, Graeme joined DC Gardner Training as Global Head of Sales and Management Training. In his eight year career with DC Gardner Training Graeme designed and delivered training programmes for major international banks and corporate institutions in Europe, Asia, the Middle East and the US. He was also responsible for the accreditation of all the trainers who trained for the company and was involved in conducting numerous “Train the Trainer” workshops in London, New York, and Hong Kong. In the last four years, Graeme has continued to train and coach across the world specialising in sales and negotiation, and management development workshops on personal impact, persuasion and influence. He also coaches senior executives on how to communicate more effectively. Graeme is qualified in Thomas International’s Personality Profiling Assessment DISC and MBTI. Among many assignments, Graeme’s diverse portfolio includes: • Tadawul Saudi Stock Exchange – Communication and persuasion • HSBC Hong Kong – Relationship management and communication for IT specialists • Oman LNG – Supervisory skills and time management • Banque Saudi Fransi – Retail executive development programme • Alvarez & Marsal USA – Presentation and pitching skills • British Gas – Team leader development and selling skills • Transport for London TFL – Performance management for telephone supervisors • Quilter & Co London – Selling to sophisticated clients • Arab Bank Jordan – Train the trainer for project managers • ICBC China – Trends in training for senior training managers • Abu Dhabi Accountability Authority – Executive communication • Genentech San Francisco – Inter-cultural negotiation skills

Course Overview Persuasiveness is one of the most important skills and when applied correctly, can be of an extreme advantage in every aspect of life, be it a matter of business or even a social issue. Why is it that some people always seem to be able to get others to say “yes” to them while we may find it difficult to get that response? In this course you will review the research conducted by experts on influencing and persuasion and learn how to use their work to improve your persuasive powers to become better negotiators within the workforce. With a prime focus on the work of Dr Robert Cialdini, you will have the opportunity to practice creating a positive first impression, and discuss essential techniques used to persuade your colleagues, your clients and even your boss. You will study the use of language skills; your “paralanguage”, which is the tone and resonance of the voice, and your non-verbal language – also known as body language. Empowered with high-impact negotiation skills this course will enable you to immediately put your newly improved persuasive techniques to practice upon returning to work. This practical and interactive workshop will send you home full of ideas to try and the confidence to succeed.

T: +971 4 335 2437 F: +971 4 335 2438 E: register@iirme.com W: www.iirme.com/influencing


Certificate In Influencing And Persuasion Skills 10 – 13 November 2013 • Kempinski Hotel, Mall of the Emirates, Dubai, UAE Course Timings Registration will begin at 07:30 on Day One. Course sessions will start promptly at 08:00 and end at 14:30. There will be two short breaks for refreshments and lunch will be served at the end of each day’s session.

Day Three

Day One Introductions And Objectives

Knowing Yourself – Persuading Others

Establishing Credibility

Exercise: Delegates will answer a questionnaire to find their primary social style

Exercise: What makes a person “credible”? • • • •

Key aspects of credibility Building your personal brand Introducing yourself in a positive manner Creating a positive image

• • • • •

Elevator Pitch Activity: Each delegate will prepare their “elevator pitch” and present to the group • • • •

Feedback from the trainer and other delegates Did they sell themselves? Did they sound convincing? Would you believe that person if you had just met them?

First Impressions Exercise: What makes us decide if we like or dislike someone when meeting for the first time? • • • •

Professor Albert Mehrabian’s research on first impressions Words: The way we say them Body language The impact of words and body language in the first seven seconds

Communicating And Persuading Using The Right Media • Face to face communication • Communicating on the telephone • Creating the right impression using the written word

Day Two World Experts In Persuasion And Influence Dr. Robert Cialdini, Karen Keller, Brian Tracey, Richard Perloff, Kevin Hogan, Gary May, Michael Shea Key messages from the experts Cialdini’s Six Laws Of Influence And Persuasion 1. Reciprocation 2. Scarcity 3. Authority 4. Consistency and commitment 5. Liking 6. Consensus – social proof •

Examples and case studies Exercise: Delegates will present their ideas and examples of how to use each of the persuasion laws in a practical way

Amiable Analytic Driver Expressive What are the primary behaviours observed for each social style? Activity: Social style groups will discuss how to influence and persuade the other styles

• • •

Which of Cialdini’s laws works best for each social style? What is the prime motivator for each social style to say “yes”? What does each social style base their decision making on?

Creative Thinking • Left or right brain • The ability to problem solve using both sides of the brain • Using both sides of the brain to think of better ways to influence and persuade Activity: Card Sharp Game to illustrate how to influence others and listen to good ideas

Day Four Persuasive Presentations Pitching ideas in a confident manner when presenting to a client to win business or to your senior management to persuade them to invest in your idea • Planning and preparation • Structuring your argument and how to present it • The dos and don’ts of presenting • Supporting visual aids • The back-up written material Activity: Role play in groups – Delegates will be given case studies from which they must prepare to present their argument to senior management and persuade them to adopt their idea Selling Yourself – Elevator Pitch Activity: Delegates have a final chance to sell themselves in the elevator pitch. Using all the learning from the four days they will each have the opportunity to present themselves with credibility Review • Key learning points from the course • Content summary • Putting learning into practice: Personal action plan

Group presentations

T: +971 4 335 2437 F: +971 4 335 2438 E: register@iirme.com W: www.iirme.com/influencing


Certificate In Influencing And Persuasion Skills 10 – 13 November 2013 • Kempinski Hotel, Mall of the Emirates, Dubai, UAE FIVE WAYS TO REGISTER IIR Holdings Ltd. P.O Box 9428 Dubai, UAE

+971 4 335 2437 +971 4 335 2438 register@iirme.com

www.iirme.com/influencing

DISCOUNTS AVAILABLE FOR 2 OR MORE PEOPLE CALL – 971-4-3352483 E-MAIL – a.watts@iirme.com WEB BC5126 Event Certificate In Influencing And Persuasion Skills 10 – 13 November 2013

Course Fee Before 25 August 2013

Course Fee Before 15 September 2013

Final Fee

US$ 3,895

US$ 4,395

US$ 4,695

WOULD YOU LIKE TO RUN THIS COURSE INͳHOUSE?

Course fees include documentation, luncheon and refreshments. Delegates who attend all sessions and successfully complete the course assessment will receive an IIRME/GW Certificate of Completion.

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Payments A confirmation letter and invoice will be sent upon receipt of your registration. Please note that full payment must be received prior to the event. Only those delegates whose fees have been paid in full will be admitted to the event. You can pay by company cheques or bankers draft in Dirhams or US$. Please note that all US$ cheques and drafts should be drawn on a New York bank and an extra amount of US$ 6 per payment should be added to cover bank clearing charges. In any event payment must be received not later than 48 hours before the Event. Entry to the Event may be refused if payment in full is not received. Credit card payment ‰ If you would like to pay by credit card, please tick here and a member of our team will contact you to take the details

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If you are unable to attend, a substitute delegate will be welcome in your place. Registrations cancelled more than 7 days before the Event are subject to a $200 administration charge. Registration fees for registrations cancelled 7 days or less before the Event must be paid in full. Substitutions are welcome at any time.

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Avoid Visa Delays - Book Now Delegates requiring visas should contact the hotel they wish to stay at directly, as soon as possible. Visas for non-GCC nationals may take several weeks to process. All registrations are subject to acceptance by IIR which will be confirmed to you in writing. Due to unforeseen circumstances, the programme may change and IIR reserves the right to alter the venue and/or speakers.

Event Venue: Kempinski Hotel, Mall of the Emirates, Dubai, UAE Tel: +971 4 341 0000 Accommodation Details We highly recommend you secure your room reservation at the earliest to avoid last minute inconvenience. You can contact the IIR Hospitality Desk for assistance on: Tel: +971 4 407 2693 Fax: +971 4 407 2517 Email: hospitality@iirme.com © Copyright I.I.R. HOLDINGS B.V.

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Certificate In Influencing And Persuasion Skills