Strategic Persuasion for Executives

Program Description

This program is designed to enhance your ability to win support from key people to advance initiatives and implement plans. Participants will gain the skills needed to sell an idea and achieve buy-in for their vision. In every session, we will focus on the goals of working with and through others--customers, teammates, colleagues, direct reports, and stakeholders–-who have different professional backgrounds, roles, opinions, and agendas.

Watch the Video Overview

Program Outcomes

Upon completion of the program, participants should have a better understanding of:

Persuasion styles and how they can be adapted to achieve desired outcomes
The five barriers to communication and collaboration, and methods for overcoming
Systematic steps in the process of selling ideas, and negotiating when you need to
The similarities and differences among influencing, persuading, and negotiating
Ways to build momentum for ideas
Techniques for motivating others to take action
Winning support for culture change

Program Faculty

Mario Moussa, PhD is a management consultant, author, keynote speaker, and executive educator. He has taught at the world’s leading academic institutions, including NYU, UCLA, Duke, the University of Virginia, and the Wharton School. He is the co-author of Committed Teams: Three Steps to Inspiring Passion and Performance, The Art of Woo: Using Strategic Persuasion to Sell Your Ideas and The Culture Puzzle: Find the Solution, Energize Your Organization (forthcoming in 2021). Moussa is a sought-after consultant for senior leaders and has delivered workshops on leadership, strategic persuasion, negotiation, collaboration, and culture to executives around the world. His work has been featured on National Public Radio as well as in leading publications, including Time magazine, Businessweek, U.S. News & World Report, Fortune.com, Forbes.com, Inc., The Economist, and The Financial Times.

In addition to his teaching and consulting work, Moussa was a principal at CFAR, a management-consulting firm that started as a research center at the Wharton School. He was co-leader of CFAR’s practice in Collaboration and Negotiation. His consulting clients have included such prominent organizations as State Farm, PNC Bank, GlaxoSmithKline, McKinsey and Company, Nielsen, UnitedHealth Group, and MasterCard. Moussa holds a PhD from the University of Chicago and an MBA from the Wharton School at the University of Pennsylvania.