Course Outline

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Actual course outline may vary depending on offering center. Contact your sales representative for more information.

Course Objectives

Target Audience


You will obtain 28 professional development hours by attending this 4-day course. If you require 35 hours of professional development training in order to satisfy the eligibility requirements for the CBAP® application, you can attain the remaining hours by completing six exercises provided in a supplementary student workbook. If you are interested in attaining the 7 extra professional development hours for this course, please inform your instructor who will provide further instructions for attaining these hours.

Related Certifications


Related Exams


Related Courses

Included Course Resources

Learn TosVideo Spotlights
Watch short video clips of courseware material to further your training, help with retention or test your skills.
Extend your classroom experience! Access key course content anytime, anywhere - right on your mobile device.
Instantly connect with other New Horizons students to discuss class content.
ChecklistCheck Lists
Quick reference for use while completing class activities, on the job, or studying for an exam.
Stay on track! Quiz yourself for comprehension of course material before or after class.
Practice what you have learned on real equipment that replicates working with the top networking technologies, accessible from anywhere.
As a New Horizons student, you will have access to the latest version of the course content.

Course Schedule

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G2R = Guaranteed to Run
SATV  This course is SATV-Eligible
CLC  This course is CLC-Eligible
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OLA Instructor-Led Training Online LIVE Mentored Learning On-Demand Training On-Demand Training Remote Mentored Learning Hosted Distance Learning G2R
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Course Fees Include Lifetime Digital Book and Workbook
Bonus Resource Library - 1 Year Access

Each of the Leadership and Professional Development courses include a suite of Resource Library - 1 Year Access materials that are unique to each title. Content such as e-books, quick videos, personal and team assessments, tools and templates, and other materials, have been selected to ensure that you continue your journey to ongoing success beyond the classroom. All e-assets, such as books and videos, come with 1-year access.

Reinforcement Videos

  • Working Through Influence featuring Terri Kelly
  • Ways People Lose Influence and Give Away Power featuring Allan Cohen
  • Take the Other Person’s Perspective featuring Daniel Pink
  • How To Be Persuasive featuring Jay Conger
  • How to Convince People of Your Ideas featuring Chip Heath
  • Use Social Cartography to Map Influence featuring Daniel Pink
  • Inspiring Others: The Power of True Leadership featuring David Taylor
  • The 8 Key Words of Powerful Persuasion featuring Bob Burg
  • Think Win/Win featuring Stephen Covey
  • Strategies For Persuasion featuring Heather Loisel
  • The Law of Influence: A Counter-Intuitive Principle featuring Bob Burg
  • Influence: The Most Powerful Persuasion Techniques featuring David Taylor
  • Persuasive Presentation featuring Raleigh Mayer
  • Effective Leaders Use Power Well featuring Michael Shanahan

Book Summaries

  • The 360 Degree Leader: Developing Your Influence from Anywhere in the Organization by John Maxwell
  • The Art of Woo: Using Strategic Persuasion to Sell Your Ideas by G. Richard Shell and Mario Moussa
  • Influencer: The Power To Change Anything by Kerry Patterson, Joseph Grenny, David Maxfield, Ron McMillan and Al Switzler
  • Power: Why Some People Have It and Others Don’t by Jeffrey Pfeffer


  • Profit Indicators: Key Metrics and Trends CEOs Use to Ensure Profitable Growth by Patti D.Hill, Narayana Murthy and Patrick G. Duffeler

Leader-Led Activities

  • Facing Opposition Discussion Guide
  • The Process of Influencing and Persuading Discussion Guide
  • Using Influence and Persuasion Discussion Guide
  • Persuasive Techniques Facilitation Guide
  • Types of Power Facilitation Guide
  • Know Your Audience Application Guide


  • Personal and Position Power
  • You and Your Audience

Business Impact

  • Business Impact: Influencing Key Decision Makers


  • Challenge: Launch Challenge: Influence and Persuasion


  • Influence and Persuasion Opportunities
  • Setting the Stage
  • Audience Considerations
  • Audience Issues
  • Persuasive Techniques
  • Creating Questions
  • Facing Opposition
  • Action Planning and Commitment


  • Leadership Advantage Test Yourself: Influence and Persuasion

Core Message

  • Leadership Advantage: Influence and Persuasion 2.0

Case Study

  • Why Use Influence?
  • Consider Your Audience
  • Influencing Key Decision Makers
  • Choosing a Persuasion Technique

Key Concept

  • Key Concept: Defining Influence and Persuasion
  • Key Concept: Why Leaders Must Influence and Persuade
  • Key Concept: About Personal and Position Power
  • Key Concept: The Process
  • Key Concept: Credibility, Knowledge, and Communication
  • Key Concept: Knowing Your Audience
  • Key Concept: Audience Preferences
  • Key Concept: Making Your Case
  • Key Concept: Stating Your Objective
  • Key Concept: Persuasion Techniques
  • Key Concept: Using Questions
  • Key Concept: Acknowledging Opposing Perspectives
  • Key Concept: Your Action Plan


  • 7 Secrets of Persuasion: Leading-Edge Neuromarketing Techniques to Influence Anyone
  • Invisible Influence: The Power to Persuade Anyone; Anytime; Anywhere
  • The Respectful Leader: Seven Ways To Influence Without Intimidation


  • Verbal Language for Effective Influence
  • How to Influence People You Don’t Control
  • The Law of Influence: A Counter-Intuitive Principle
  • Influence: The Most Powerful Persuasion Techniques