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Persuasion and Influencing Skills

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The aim of this seminar is to enable participants to be more confident, influential and persuasive at work. Participants will also be able to identify their preferred influencing style throughout the seminar.

Course Objectives

On completion of this seminar, participants should be able to:

  • Identify the key concepts and approaches to influence and persuade others;
  • Identify needs and opportunities to close the gap;
  • Learn ways to build trust with your counterparts;
  • Apply appropriate persuasion and influencing skills on different occasions;
  • Use persuasive techniques/tactics to package arguments; and
  • Manage the process and atmosphere, choose the right opening moves and break negotiation deadlock.

Target Participants

HKIE Member or engineer

Course Contents

  • Understanding Persuasion: How Persuasion Works, Pre-Assignment Review
  • Preparing to Persuade: Pushing and Pulling, Communicating with Confidence, Frame of Reference
  • Getting Off on the Right Foot: Building Rapport, Matching and Mirroring, Pacing and Leading
  • Presentation Strategies: Five Points for Any Presentation, Preparing with the Five S Pattern
  • Using Stories to Persuade: The Importance of Story, Storytelling Time, Debrief
  • Using Specific Influencing Techniques
  • Maximizing the Environment
  • Completion of Action Plans


Certificate of Attendance

Medium of Instruction

Cantonese (course materials in English)