Está en la página 1de 3

Strategies of Persuasion:

The Science and Art of Effective Influence


With

Professor Gary Orren


"What is distinctively human at the most fundamental level is the capacity to persuade and be persuaded." Bertrand Russell, Outline of Philosophy (1927) Persuasion lies at the heart of our personal and professional lives, whether the goal is to convince one person in a face-to-face encounter, influence a small group in a meeting, sway an entire organization, or win over the public. Persuasion is as important in dealing with peers, superiors, or subordinates within an organization, as it is in working with external constituencies. No matter what the issue, success or failure usually depends on the ability to recognize and weigh opportunities for influence and to employ effective strategies for building support. Gary Orren, Professor of Public Policy and Management at Harvard University and one of the worlds leading experts on strategic communications, has been studying the science and art of persuasion for three decades. He has taught persuasion at Harvard, at Oxford University, and at other venues around the world. Drawing on his own and others' research in behavioral science, and on his extensive experience working with corporations, government agencies, non-profits, and political candidates, he has identified a set of proven principles of persuasion, turning an unconsidered art into an exacting science. He has designed a curriculum which combines the latest theory with practical applications and techniques. Professor Orren uses a variety of teaching methodslecture/discussions, narrative case studies, role-playing simulations, experiential exercises, and small group interactions, to provide a powerful tool kit of practical persuasion skills. Another distinctive feature of the seminar's pedagogy is its extensive use of videos. Public service announcements, product commercials, candidate ads, and films are used to illustrate persuasion principles. The videos are both entertaining and enlightening. Several fundamental challenges to persuasion are addressed during the seminar. Are some people natural born persuaders and others unsuited to the art? Is persuasion mere manipulation and deception? The seminar dispels these and other myths. The seminar has been presented in various lengths, ranging from one hour to one week. Many organizations find that a one- or two-day seminar provides excellent training. The overriding goal of Strategies of Persuasion is to equip professionals with skills that will enhance their effectiveness everyday on the job. In the first session, Professor Orren issues the following guarantee: if the participants conscientiously learn and use the key persuasion principles, they will become more effective persuaders. He can offer that guarantee with confidence having monitored his students over the past 35 years. They report overwhelmingly that Strategies of Persuasion has added great value to their professional and personal lives.

__________________ To book Professor Orren for Strategies of Persuasion contact Ivy Faculty by e-mail at clientservice@ivyfaculty.org or call 1-617-441-9969 or 1-617-821-4611.

2 Curriculum: 1. Basic Principles of Persuasion. The seminar begins by introducing a powerful conceptual framework for organizing one's own persuasion efforts and observing the persuasion efforts of others. This framework leads to an in-depth discussion of the key principles of persuasion, including personalizing, storytelling, metaphorical reasoning, and assessing the predispositions of audiences. 2. Strategic Communication: Effective and Ineffective Persuasion in Action. Successful and unsuccessful efforts at persuasion are illustrated by a close analysis of several real-world cases from a variety of institutional contexts. 3. Interpersonal Persuasion. The dynamics of the most common form of persuasion, faceto-face persuasion, are explored in one-on-one and small group exercises. 4. Application to Participants' Jobs. The seminar spotlights how principles and strategies of persuasion apply to the specific professional needs of the participants, using examples tailored to their organizations and activities.
Clients: Professor Orren has delivered Strategies of Persuasion to corporate, government, and non-profit audiences. Clients have included: Oracle, Liberty Mutual Insurance Company, International Paper, Forbes Magazine CFO Forum, General Electric, Pepsi, Merck and Co., Abbott Laboratories, Motorola, Anheuser-Busch, GMAC, Catalina Marketing, Bristol Myers Squibb, National Multi-Housing Council, Mortgage Bankers Association, Center for Management Research, International Securities Management Association, the Washington Area State Relations Group, City Year, Citizen Schools, Robert Wood Johnson Foundations Urban Health Initiative, Jumpstart for Young Children, American Institute of Certified Public Accountants, Department of Labor, Department of the Interior, General Services Administration, Federal Labor Relations Authority, New York City Department of Homeless Services, Bedford Stuyvesant Restoration Corporation, the World Bank, and the United Nations. Professor Orren also has lectured extensively in Australia, Asia, Latin America, Africa, the Middle East, and Europe.

Strategies of Persuasion has struck a resonant chord in the U.S. and abroad. Professor Orren has received highest ratings from participants in several executive programs, including those sponsored by Harvards Kennedy School, the Program on Negotiation at Oxford University, and programs offered by the Center on Management Research. Other audiences consistently give Professor Orren comparable ratings. The popularity of the seminar around the globe attests to its relevance in diverse contexts. More detailed evaluations of past seminars, including participant testimonials, are available upon request.
Seminar Duration, Customization and Cost: Program duration ranges from one to five days, depending on time available, the depth of instruction and amount of supervised practice desired, and the need for customization to meet specific client needs. Therefore, the cost of the program will vary from client to client. Professor Orren works with each client to design a top quality, costeffective program.

__________________ To book Professor Orren for Strategies of Persuasion contact Ivy Faculty by e-mail at clientservice@ivyfaculty.org or call 1-617-441-9969 or 1-617-821-4611.

GARY ORRENS BIOGRAPHY


For 34 years Gary Orren has taught at Harvard University, where he is Professor of Public Policy and Management. He also teaches at Oxford University in England. A leading expert on public opinion, politics, strategic communication, and persuasion, his books include: Equality in America: The View from the Top; The Electronic Commonwealth: The Impact of New Media Technologies on Democratic Politics; Media Polls in American Politics; and Media and Momentum: The New Hampshire Primary and Nomination Politics. He serves as a consultant on strategy and communications to corporations, government agencies, and non-profit organizations throughout the world. Over the years, Professor Orren also has conducted and analyzed opinion polls for many clients, including the Washington Post, the Boston Globe, and the New York Times. At the Times he played a leading role in the creation of the first national news media poll, the New York Times/CBS News Poll. A self-confessed political junkie, he has worked as a political adviser in local, state, and national election campaigns in the U.S. and other countries. He served on the national political party commissions that drafted the rules for the U.S. presidential nomination process. He now assists ABC television news as an expert analyst in its coverage of election night results. Professor Orren is a popular lecturer and public speaker. Currently, his lectures and talks (like his research and writing) are devoted to the subject of persuasion. An intensive seminar on The Science and Art of Persuasion which he delivers to executives and leaders from the private, public, and non-profit sectors has won high praise from audiences in the U.S. and abroad. Born and raised in Kansas City, Missouri, Gary Orren graduated summa cum laude with high honors in Government from Oberlin College. With financial support from the Danforth Foundation and the Woodrow Wilson Foundation, he continued his studies at Harvard University where he received a Ph.D. in Political Science. While studying at Harvard, he was awarded the Frederick Sheldon Fellowship and the Toppan Prize for best dissertation in political science. On leave from Harvard, he worked for 3 years at City Year, a national youth service program, first as a team leader of a dozen young people in their daily community service, and then as Director of National Policy and Planning. For the past 10 years he served on City Year's National Board of Trustees. In his free time, he enjoys string instrumentsplaying some (violin, guitar, banjo, and ukulele) and playing with others (a tennis racket). An avid baseball fan, he and his son are completing an 18-year odyssey visiting every Major League baseball park. His wife, Merle, is a neuropsychologist who specializes in the rehabilitation of brain-injured patients. They have two grown children and live in Newton, Massachusetts.

__________________ To book Professor Orren for Strategies of Persuasion contact Ivy Faculty by e-mail at clientservice@ivyfaculty.org or call 1-617-441-9969 or 1-617-821-4611.

También podría gustarte