Audio Download: Basis of Influence - Entire Series
Use the CLE calculator to determine credit amount and type for the state in which you are licensed.
As lawyers we try to influence people in every aspect of our professional life, whether we are negotiating a case, developing clients, or just trying to get a staff member to improve work performance. This five-part series investigates the foundations of influence and the factors that result in increased success and cooperation .
These short courses build on sections from our highly regarded courses "The Trusted Lawyer" and "The Persuasive Lawyer." (The Basis of Influence Series covers additional new material, but there is some overlap and review.) Each short course stands alone, so you can can one or take them all!
Part 1: Leadership, Trust, and The 9 Techniques of Automatic Influence
(120 minutes)
Techniques of "automatic influence" are built into the fabric of what makes us human, and give the ability to persuade without the appearance of influence. Lawyers use and are influenced by them, sometimes without even realizing it. This course explores the factors that affect every attorney’s ability to lead and persuade, including the role of “perceived” trust, and what scholars have identified as the 9 Techniques of Automatic Influence.
- Discuss the foundational elements of leadership and persuasion.
- Learn qualities and characteristics that build and diminish trust.
- Discover 9 powerful techniques that lead to unconscious influence.
Part 2: Passion, Reciprocation and Getting What You Want
(120 minutes)
At the heart of every lawyer’s success is the ability to elicit support from others. More than 2,000 years ago Aristotle discussed this as being dependent on the ability to evoke the right attitude or emotion in the other person. This section explores how to inspire others to want to support your objectives.
- Learn why people get upset and easy techniques to inspire the right
emotions consistent with persuasion.
- Inspire the desire in others to support your objectives.
Part 3: Active Listening and the 4 Phases of Having a Learning Conversation
(90 minutes)
Master the art of listening, and you will encourage clients and other lawyers toward full disclosure of accurate information. This program helps you discover how a learning conversation can reveal important new facts, and increase your successes as a lawyer.
- Improve client service by learning to identify true needs and objectives.
- Update communication blind spots in order to achieve better results.
Part 4: Avoiding the Consequences of Unintentional Communication
(150 minutes)
If you've ever found yourself on the (losing) end of explaining what you really meant, you know how damaging negative misinterpretations can be. Attorneys will learn simple ways to improve communication, build rapport, and match intentions to delivery.
- Discover why people misinterpret communication and motives, and how this compromises a lawyer's effectiveness.
- Learn simple, successful ways to avoid unintentional communication.
Part 5: Reducing the Effects of Stress and Anxiety on Negotiation and Well-Being
(120 minutes)
In this program, lawyers look at how breakdowns in communication, effectiveness, and health can be caused by intense work demands and stress. Lawyers learn the neurophysiology of stress, together with simple techniques to reduce anxiety and regain clarity.
- Gain a comprehensive understanding of the causes of anxiety, a completely self-induced emotion.
- Discover simple techniques for decreasing anxiety and increasing clarity, effectiveness, and well-being.
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PRICE: $369.00
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 Brian Hammer
Brian Hammer is the founder and a facilitator for The Likeable Lawyer. Brian practiced law for over ten years, and has spent the past ten years as an educator, facilitator and coach, illuminating for lawyers effective strategies to increase success and fulfillment in the practice of law. Brian has designed and delivered over 1,000 highly-praised programs to law firms, corporations and organizations nationwide. His CLE courses have received over 99% participant satisfaction evaluations from the thousands of lawyers who have attended. He is a frequent speaker at bar conventions, law firm events and other professional association meetings. Brian is a graduate of the University of Texas School of Law, the University of North Carolina School of Business, and holds a Masters of Psychology degree from the University of Santa Monica.
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Credit Reporting
Our courses are approved in almost all states that have CLE requirements. Accreditation for a particular course will vary by state. Please use our CLE calculator for CLE credit available in your state. For more information, please visit our FAQ.
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