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Business Management Business Communication

Persuasion in Business Communication and Executive Presence

Leveraging influence and persuasion weapons in business communication and establishing executive presence.
Rating: 4.1 out of 54.1 (27 ratings)
1,977 students
Created by Vasco Patrício
Last updated 3/2021
English
English [Auto]
30-Day Money-Back Guarantee

What you'll learn

  • How to convince other executives to support your initiatives/decisions
  • How to effectively build alignment with other executives and your board
  • How to solve board and executive conflicts

Requirements

  • Have a basic knowledge of interpersonal relationships
  • Have a basic knowledge of your strengths/weaknesses
  • Have a basic knowledge of your executive context (allies and enemies)

Description

Learn 56 state-of-the-art elite persuasion and influence business communication skills from my 5 years of influence and performance coaching of top CEOs and executives in all different types of initiatives and talent management situations. I'm a 2x MIT-backed entrepreneur turned persuasion psychology coach who has worked with (and made better negotiators of) different profiles, and this course is for you if you're seeking to improve your influencing, for professional selling or just know more about how to win friends and influence people.

Who This Course is For
- Top CEOs seeking to gain board support for their initiatives and ideas, or just improve their business communication in general;
- Executives trying to establish executive presence, selling with vision and charisma, improve their relationships with their talent or perform effective talent development, and/or other executives and board members;
- Any senior professional looking to improve their influence skills;

This course is going to help you optimize your influence capability throughout all the five stages of influence:
- Pre-Framing (establishing your positioning, reputation and authority before the person even comes to you);
- Priming (qualifying and filtering your targets so they become more influenceable);
- Contact (truly connecting and understanding the other side);
- Disarmament (provoking, weakening an destroying objections the other side may have);
- Constriction (providing final incentives to close the person);

Throughout my experience in persuasion psychology coaching and training for influencing, I've compiled a framework with my most elite persuasion and influence techniques to use for executive presence and talent development, and I'll share all of them with you on this course. Besides just pure influence and technique, there are multiple bonuses included to help consolidate these influence lessons.

These techniques use similar psychological principles leveraged by persuasion scientists and master salesmen. You will see many techniques similar to Robert Cialdini's, Chris Voss's and/or Grant Cardone's, for example, but these will be the deeper, more general psychological persuasion elements (don't be scared by the "general" - we will apply them and explore very specific applications of these, for example establishing executive presence to obtain support for initiatives by board members, getting people to work overtime on onboard them on a project they don't like or other specific talent management/talent development issues...). Field-tested and proven in the most extreme situations.

Not only will you know about each one of the 56 techniques presented, I will walk you through specific applications of these, and even how to counternegotiate when others use them against you.

What This Course IS
- An advanced, deep compendium of elite influence techniques that can be applied in multiple contexts, explained in-depth and with examples;
- An encapsulated, flexible reference course. Although the techniques gel well together and make up a bigger picture, you can watch any module - or even any specific technique - without knowledge of the others, and it will stand on its own. You can consider it a buffet of techniques. You can go through the whole thing start to finish, or pick and choose here and there. It's all up to you.

What This Course IS NOT
- A technical HR course. I will not teach you about HR fundamentals, 1-on-1 meetings, performance management and other specific talent development techniques. The focus of this course is interpersonal influence;

-------------------------

BEFORE YOU BUY:
- IMPORTANT DISCLAIMER: I have multiple courses on influencing for different verticals. Make sure that you purchase the right one for your specific vertical! If necessary, visit my profile (or check the section at the bottom) to make sure that you are selecting the most correct course;
- Make sure to make use of the "preview" feature to watch a couple of videos and tell whether this is really what you're looking for;
- Instead of being persuaded by how I'm selling the course, ask yourself what your influence goals are, and only then check if this course really is what you want or not (although you always have the possibility of a refund under Udemy's terms, I don't want you to potentially waste your money on something that won't be a fit);

Do you want to up your persuasion and influence skills? Does this seem like a good course to assist you? I'd be delighted to have you. Let's meet on the inside.

-------------------------

EXISTING KINGMAKER INFLUENCE COURSES

There are currently 4 different variations of this course, focusing on persuasion psychology, persuasion skills, negotiation skills and influencing in general. These are 1 base version + 3 specific ones, all based on my Kingmaker Influence framework:

- The Ultimate Persuasion and Influence course is the base version, with a description of the core techniques and no specific use cases;
- The Persuasion in Hedge Funds/Private Equity/Investment Banking course contains all base version materials, plus the two use cases of Asset Management and Executive/Board Relations;
- The Persuasive Business Communication Skills course contains all the base version materials, plus the two use cases of Executive/Board Relations and Talent Management;
- The Real Estate Agent Training in Persuasion and Influence course contains all the base version materials, plus the use case for Real Estate Agents;

-------------------------

Who this course is for:

  • Executives and senior professionals looking to improve relationships with boards and their talent
  • Board members looking to better persuade and lobby other members
  • Executives seeking to improve their influence over others

Course content

11 sections • 299 lectures • 10h 9m total length

  • Preview01:42
  • Disclaimers and Course Structure
    08:19
  • All 56 Techniques
    09:56
  • A 7-Star Course
    03:53

  • Intro
    03:01
  • Pre-Framing: Diagnostic
    04:00
  • Priming: The Code of Conduct
    01:52
  • Contact: The D.I.S.C. Personality Types
    07:11
  • Disarmament: UP Answers
    02:43
  • Constriction: Implementers
    04:46

  • Preview02:58
  • Preview02:22
  • Exclusivity: Limited Access
    03:04
  • Exclusivity: Limited Access in EBR
    00:45
  • Exclusivity: Limited Access in TM
    00:55
  • Exclusivity: Specialization
    04:16
  • Exclusivity: Specialization in EBR
    01:42
  • Exclusivity: Specialization in TM
    00:56
  • Exclusivity: Secrecy
    02:33
  • Exclusivity: Secrecy in EBR
    00:53
  • Exclusivity: Secrecy in TM
    01:15
  • Authority: Intro
    01:52
  • Authority: Diagnostic
    04:00
  • Authority: Diagnostic in EBR
    01:04
  • Authority: Diagnostic in TM
    01:22
  • Authority: Non-Attachment
    02:44
  • Authority: Non-Attachment in EBR
    01:02
  • Authority: Non-Attachment in TM
    01:12
  • Preview03:30
  • Preview00:45
  • Preview01:19
  • Authority: Displayed Authority
    03:18
  • Authority: Displayed Authority in EBR
    01:00
  • Authority: Displayed Authority in TM
    00:40
  • Authority: Social Proof
    03:16
  • Authority: Social Proof in EBR
    01:01
  • Authority: Social Proof in TM
    01:04
  • Characterization: Intro
    03:08
  • Characterization: Eliciting
    02:05
  • Characterization: Eliciting in EBR
    01:21
  • Characterization: Eliciting in TM
    01:24
  • Characterization: Embodiment
    03:42
  • Characterization: Embodiment in EBR
    01:04
  • Characterization: Embodiment in TM
    01:49
  • Characterization: Polarization
    03:15
  • Characterization: Polarization in EBR
    01:28
  • Characterization: Polarization in TM
    01:44
  • Paradigm
    03:19
  • Paradigm in EBR
    01:08
  • Paradigm in TM
    01:44
  • Outro
    02:23

  • Intro
    02:54
  • Money
    03:25
  • Money in EBR
    01:18
  • Money in TM
    01:21
  • Effort: Intro
    03:31
  • Effort: Rigidity
    03:25
  • Effort: Rigidity in EBR
    01:42
  • Effort: Rigidity in TM
    01:05
  • Effort: The Home Advantage
    01:52
  • Effort: The Home Advantage in EBR
    01:00
  • Effort: The Home Advantage in TM
    01:20
  • Effort: Initiative
    02:04
  • Effort: Initiative in EBR
    01:23
  • Effort: Initiative in TM
    01:43
  • Effort: Obstacles/Testing
    02:21
  • Effort: Obstacles/Testing in EBR
    01:02
  • Effort: Obstacles/Testing in TM
    00:59
  • Preview01:55
  • Preview01:12
  • Preview01:42
  • Effort: Escalation of Commitment
    02:42
  • Effort: Escalation of Commitment in EBR
    01:00
  • Effort: Escalation of Commitment in TM
    00:42
  • Effort: Code of Conduct
    01:52
  • Effort: Code of Conduct in EBR
    01:03
  • Effort: Code of Conduct in TM
    00:42
  • Desire
    03:59
  • Desire in EBR
    01:05
  • Desire in TM
    01:15
  • Characteristics
    02:25
  • Characteristics in EBR
    00:38
  • Characteristics in TM
    00:40
  • Physiology
    02:31
  • Physiology in EBR
    01:04
  • Physiology in TM
    01:26
  • Outro
    03:03

  • Intro
    02:32
  • Empathy: Intro
    02:30
  • Empathy: Statements of Empathy
    03:03
  • Empathy: Statements of Empathy in EBR
    00:39
  • Empathy: Statements of Empathy in TM
    00:49
  • Empathy: D.I.S.C. Personality Types
    07:11
  • Empathy: D.I.S.C. Personality Types in EBR
    01:05
  • Empathy: D.I.S.C. Personality Types in TM
    01:13
  • Empathy: Confirmatory Mirroring
    03:31
  • Empathy: Confirmatory Mirroring in EBR
    00:40
  • Empathy: Confirmatory Mirroring in TM
    00:45
  • Empathy: Past Implementation
    02:18
  • Empathy: Past Implementation in EBR
    00:42
  • Empathy: Past Implementation in TM
    00:42
  • Identity Labeling
    05:58
  • Identity Labeling in EBR
    00:56
  • Identity Labeling in TM
    01:13
  • Reciprocity: Intro
    01:58
  • Reciprocity: Giving
    04:10
  • Reciprocity: Giving in EBR
    00:35
  • Reciprocity: Giving in TM
    01:01
  • Reciprocity: Personal Touch
    02:21
  • Reciprocity: Personal Touch in EBR
    01:07
  • Reciprocity: Personal Touch in TM
    00:57
  • Reciprocity: Return Timing
    02:06
  • Outro
    02:30

  • Intro & Common Objections
    02:45
  • Intro & Common Objections in EBR
    00:50
  • Intro & Common Objections in TM
    00:42
  • Provoking: Intro
    02:44
  • Provoking: Exclusion Confirmation
    02:13
  • Provoking: Exclusion Confirmation in EBR
    00:40
  • Provoking: Exclusion Confirmation in TM
    00:42
  • Provoking: Negative Anchoring
    03:11
  • Provoking: Negative Anchoring in EBR
    00:49
  • Provoking: Negative Anchoring in TM
    00:48
  • Provoking: Starting with the Negative
    02:13
  • Provoking: Starting with the Negative in EBR
    00:32
  • Provoking: Starting with the Negative in TM
    00:42
  • Provoking: Preemptive Labeling
    04:22
  • Provoking: Preemptive Labeling in EBR
    00:44
  • Provoking: Preemptive Labeling in TM
    00:47
  • Provoking: Adversary Transparency
    02:52
  • Provoking: Adversary Transparency in EBR
    00:58
  • Provoking: Adversary Transparency in TM
    00:53
  • Weakening: Intro
    03:04
  • Weakening: The Possibility Shuffle
    02:08
  • Weakening: The Possibility Shuffle in EBR
    00:45
  • Weakening: The Possibility Shuffle in TM
    01:06
  • Weakening: Value Identity Contradictions
    02:23
  • Weakening: Value Identity Contradictions in EBR
    00:59
  • Weakening: Value Identity Contradictions in TM
    00:59
  • Weakening: Social Identity Contradictions
    03:08
  • Weakening: Social Identity Contradictions in EBR
    00:56
  • Weakening: Social Identity Contradictions in TM
    00:54
  • Responding: Intro
    02:27
  • Responding: UP Answers
    02:43
  • Responding: UP Answers in EBR
    01:02
  • Responding: UP Answers in TM
    00:49
  • Responding: Increasing Certainty
    03:19
  • Responding: Increasing Certainty in EBR
    01:01
  • Responding: Increasing Certainty in TM
    01:05
  • Responding 5W: Intro
    02:30
  • Responding 5W: Reshaping
    03:10
  • Responding 5W: Reshaping in EBR
    01:11
  • Responding 5W: Reshaping in TM
    01:10
  • Responding 5W: Flipping
    04:30
  • Responding 5W: Flipping in EBR
    00:34
  • Responding 5W: Flipping in TM
    00:54
  • Responding 5W: Accelerating
    04:43
  • Responding 5W: Accelerating in EBR
    00:54
  • Responding 5W: Accelerating in TM
    00:47
  • Responding 5W: Deflecting
    02:02
  • Responding 5W: Deflecting in EBR
    00:40
  • Responding 5W: Deflecting in TM
    00:41
  • Responding 5W: Diagnosing
    02:54
  • Responding 5W: Diagnosing in EBR
    00:52
  • Responding 5W: Diagnosing in TM
    00:42
  • Outro
    03:30

  • Intro
    02:27
  • Reinforcing: Intro
    02:32
  • Reinforcing: Streamlining
    03:23
  • Reinforcing: Streamlining in EBR
    00:53
  • Reinforcing: Streamlining in TM
    00:57
  • Reinforcing: Implementers
    04:46
  • Reinforcing: Implementers in EBR
    00:43
  • Reinforcing: Implementers in TM
    00:36
  • Reinforcing: Intent Labeling
    03:35
  • Reinforcing: Intent Labeling in EBR
    00:36
  • Reinforcing: Intent Labeling in TM
    00:40
  • Reinforcing: Future Lock-In
    03:18
  • Reinforcing: Future Lock-In in EBR
    00:48
  • Reinforcing: Future Lock-In in TM
    00:49
  • Reinforcing: Progress and Loss
    03:58
  • Reinforcing: Progress and Loss in EBR
    00:46
  • Reinforcing: Progress and Loss in TM
    01:00
  • Reinforcing: Presence vs. Details
    02:26
  • Reinforcing: Presence vs. Details in EBR
    00:55
  • Reinforcing: Presence vs. Details in TM
    00:47
  • Limiting: Intro
    01:43
  • Limiting: Context Manipulation
    07:05
  • Limiting: Context Manipulation in EBR
    01:10
  • Limiting: Context Manipulation in TM
    01:15
  • Limiting: Eliciting Multiple Reasons
    02:38
  • Limiting: Eliciting Multiple Reasons in EBR
    00:25
  • Limiting: Eliciting Multiple Reasons in TM
    00:39
  • Limiting: Social Identity Contradictions
    01:42
  • Limiting: Social Identity Contradictions in EBR
    00:52
  • Limiting: Social Identity Contradictions in TM
    00:47
  • Limiting: Removing Exits
    03:26
  • Limiting: Removing Exits in EBR
    00:51
  • Limiting: Removing Exits in TM
    00:59
  • Outro
    02:09

  • Introduction
    01:54
  • Perception: Introduction
    01:58
  • Perception: Baseline Discounting
    04:14
  • Perception: Baseline Discounting in Persuasion
    00:53
  • Perception: Baseline Discounting for Executives
    00:46
  • Perception: Time Discounting
    03:12
  • Perception: Time Discounting in Persuasion
    00:44
  • Perception: Time Discounting for Executives
    00:50
  • Perception: Motivation and Confirmation
    04:11
  • Perception: Motivation and Confirmation in Persuasion
    01:06
  • Perception: Motivation and Confirmation for Executives
    00:48
  • Perception: Self-Serving and Illusion
    04:20
  • Perception: Self-Serving and Illusion in Persuasion
    00:39
  • Perception: Self-Serving and Illusion for Executives
    00:50
  • Perception: Groups and Herds
    03:54
  • Perception: Groups and Herds in Persuasion
    00:49
  • Perception: Groups and Herds for Executives
    00:41
  • Perception: Depth and Effort
    06:10
  • Perception: Depth and Effort in Persuasion
    01:09
  • Perception: Depth and Effort for Executives
    00:46
  • Perception: Names and Labeling
    05:20
  • Perception: Names and Labeling in Persuasion
    01:01
  • Perception: Names and Labeling for Executives
    01:02
  • Behavior: Introduction
    01:12
  • Behavior: Overfitting/Overadjusting
    04:47
  • Behavior: Overfitting/Overadjusting in Persuasion
    00:50
  • Behavior: Overfitting/Overadjusting for Executives
    00:52
  • Behavior: Moral Blame/Warfare
    03:34
  • Behavior: Moral Blame/Warfare in Persuasion
    00:40
  • Behavior: Moral Blame/Warfare for Executives
    00:28
  • Behavior: Loss/Sunk Cost/Endowment
    04:49
  • Behavior: Loss/Sunk Cost/Endowment in Persuasion
    00:35
  • Behavior: Loss/Sunk Cost/Endowment for Executives
    00:40
  • Memorization: Introduction
    01:26
  • Memorization: Salience and Peak-End
    03:42
  • Memorization: Salience and Peak-End in Persuasion
    00:39
  • Memorization: Salience and Peak-End for Executives
    00:35
  • Memorization: Simplicity and Triviality
    03:58
  • Memorization: Simplicity and Triviality in Persuasion
    00:36
  • Memorization: Simplicity and Triviality for Executives
    00:43
  • Memorization: Familiarity and Exposure
    04:07
  • Memorization: Familiarity and Exposure in Persuasion
    00:36
  • Memorization: Familiarity and Exposure for Executives
    00:43
  • Memorization: Suggestibility/Implementation
    04:29
  • Memorization: Suggestibility/Implementation in Persuasion
    00:41
  • Memorization: Suggestibility/Implementation for Executives
    00:55
  • Interpersonal: Introduction
    01:16
  • Interpersonal: Authority and Halo
    03:26
  • Interpersonal: Authority and Halo in Persuasion
    00:40
  • Interpersonal: Authority and Halo for Executives
    00:45
  • Interpersonal: Attributions
    02:37
  • Interpersonal: Attributions in Persuasion
    00:48
  • Interpersonal: Attributions for Executives
    00:34
  • Interpersonal: Naive Realism
    04:12
  • Interpersonal: Naive Realism in Persuasion
    00:42
  • Interpersonal: Naive Realism for Executives
    00:43
  • Outro
    02:31

  • Introduction
    05:07
  • Confidence
    03:31
  • Persistence
    03:57
  • Activation
    03:16
  • Resilience
    02:04
  • Empathy
    03:10
  • Entitlement
    03:37
  • Summary
    01:24
  • Extra - RIASEC Alignment
    06:40

  • Intro
    02:14
  • D.I.S.C. Fundamentals
    07:11
  • Tools Covered
    01:51
  • Eliciting
    01:49
  • Empathy
    02:04
  • Desire
    03:20
  • The Possibility Shuffle
    02:21
  • Context Manipulation
    02:51
  • Removing Exits
    02:18
  • Outro
    00:51

Instructor

Vasco Patrício
The Executive Kingmaker (MIT-Backed Entrepreneur & Coach)
Vasco Patrício
  • 4.3 Instructor Rating
  • 627 Reviews
  • 40,826 Students
  • 22 Courses

I have what could be considered an unconventional background as a coach. I don’t come from psychology or medicine. In fact, I come from tech. I created two tech startups that reached million-dollar valuations, backed by the MIT-Portugal IEI startup accelerator, afterwards becoming its Intelligence Lead.


After years of coaching and mentoring startup founders on talent management, emotional management, influence and persuasion, among other topics, I started being requested by executives and investors, like venture capitalists, with more complex, large-scale problems.


After years of doing executive work, I started specializing in coaching asset management professionals. With the signing of my first fund manager/CIO clients, I started adapting my performance and influence techniques for purposes such as talent management for PMs and analysts, fundraising from allocators, effective leading a team, and properly assessing talent for compensation/promotion/allocation increases.


I currently provide performance coaching and influence/persuasion coaching for executives and asset management professionals, mostly but not limited to purposes like managing people, leading and closing sales/capital commitments.

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