UCLA Extension

The Science of Proactive Persuasion

A 2-Day Short Course

Today’s competitive business environments require that technical professionals be able to “sell.” Internally, you “sell” as you compete for resources, advance your projects and careers, get buy-in to ideas and strategies, and promote change. Externally, you may participate in the selling of products, services, or projects to existing and potential customers. What process do you follow? Most technical professionals “sell” with data; and if they don’t get the result they want, they present more data!

This course shows how personal communication and persuasion skills are as rational as technical skills, and that you can learn and apply them just as systematically as you mastered your technical skills, helping you to interact with confidence and giving you credibility with your colleagues and customers. The focus is on the systematic application of a logical process, an understanding of the human elements involved, and on providing the necessary skills, strategies, and techniques to increase your professional as well as personal effectiveness. Industry-specific examples are cited to assist with the application process.

Through self-assessment surveys, you learn about yourself (behavioral style; internal “scripts” preferred information processing modes) and how to be more effective in dealing with colleagues and clients who are different. Best practices are stressed along with a set of tools and techniques that can be applied immediately to persuasion situations.

Coordinator and Lecturer

Laura G. Hyde, MEd, President, Morgan Training Company, Yorba Linda, California. Ms. Hyde focuses on applying principles of psychology to the technical communication and persuasion/”selling” environment. Drawing on her extensive experience in the computer hardware and software industry, she has developed an approach that has been enthusiastically embraced by technical professionals. She has a passion for filling the “tool boxes” of technical professionals with tools, strategies, and techniques that they can immediately utilize in their jobs to improve their effectiveness and efficiency.

In addition to providing corporate training, Ms. Hyde is often called upon to speak at regional and national conferences on business development and communication effectiveness for technical enterprises. Recent clients include Robert Bosch Corp., Philips Semiconductors, GE, Honeywell, Siemens, Plantronics, and Lawrence Livermore and Los Alamos National Laboratories.

For more information contact the Short Course Program Office:
shortcourses@uclaextension.edu | (310) 825-3344 | fax (310) 206-2815