The Persuasion Equation
How to Influence Others, Sell Your Ideas, and Make Things Happen
Worksheets
Worksheet # 1 – “Bad Attempts at Persuasion and
Influence”
Approach #1: People _________________
Approach #2: People _________________
Defined as…
Defined as…
How these people behave…
How these people behave…
Ways these people are resisted…
Ways these people are resisted…
Worksheet # 1 – “Bad Attempts at Persuasion and
Influence” - continued
Approach #3: People _______________________
Defined as…
1)
2)
3)
4)
5)
6)
7)
How these people behave…
Ways these people are resisted…
Worksheet # 2 – “Obstacles and Aids to Persuading
and Influencing”
Two Sides
1) Capture the 10 obstacles to persuasion and influencing as they are presented. After, place a
checkmark or highlight the top three obstacles that are most prevalent in your life or are having the
greatest impact on your ability to persuade and influence others.
2) Take the 10 aids to persuasion and influencing that are presented and match them to the obstacle
they are meant to counter. After, place a checkmark or highlight the top three aids that you feel
could help you to be more persuasive and influential with others if these skills were practiced.
Internal – think about yourself
Obstacle
Countering Aid
1.
1.
2.
2.
3.
3.
4.
4.
5.
5.
External – how you act
Obstacle
Countering Aid
6.
6.
7.
7.
8.
8.
9.
9.
10.
10.
Worksheet # 3 – “Lost in the Rainforest!”
Scenario:
You and others on the call have found yourselves in a bad situation. On your way back from a
vacation to South America, your flight is forced to make an emergency landing in a small
clearing in the middle of the Brazilian rainforest. Although your group only sustained minor
injuries upon landing, the plane broke into several pieces. Unfortunately, the plane’s
communication equipment was destroyed in the crash.
Before landing, however, the pilot was able to report engine troubles, so there is a good chance
authorities will start looking for you once you fail to arrive at your final destination. However,
the rainforest is filled with very dense forestation, and it will take days to reach you on foot.
As well, you cannot remain where you are as there is a danger that the plane’s fuel could
explode at any moment. Upon searching through the wreckage, you find the following items:

A guide to South American plant species

Fully charged mobile phone with GPS

3 elastic luggage straps

1 bottle of whiskey

6 packaged airline meals

3 boxes of chocolate chip cookies

4 blankets

4 current paperback novels

A pack of 24 anti-malaria tablets

Metal first aid box

A compass

3 2 liter bottles of soda

A tourist map of Brazil

Flare gun with one fire

2 large bottles of sunscreen with a SPF of 15

A Swiss Army knife

3 ft. square piece of opaque plastic sheeting

A book of matches from the hotel
Your task:

You have located a single, small backpack in which to carry with you only 7 of the
found items that could help in your survival.
o Note: Each item listed is considered one item regardless of the quantity
associated with it. For example, 3 boxes of chocolate chip cookies are one item,
not three.

As a group, decide on which 7 items you are going to take with you as you head off to
find safer ground from which to wait for the authorities to find you. Which 7 items will
you take?

Use the successful persuasion and influencing aids you have learned about in this
training program to help you convince the others on the call as to which 7 items would
be best to take along.

Once agreement has been reached, write in the 7 items in the space below:
1)
5)
2)
6)
3)
7)
4)
Worksheet # 4 – “Emoticon Learning Symbol”
Directions.
1. Take a moment and review the emoticons presented below and circle or highlight the
emoticon that best represents how you are feeling about what you have learned as a result of
participating in this training course.
Be prepared to explain which emoticon you selected and how that emoticon symbolizes what
you are feeling and what have you learned in this training program.
Homework
Homework – Persuasion and Influence Exercise
Give some thought to the following additional behaviors and skills that may also be used when
persuading and influencing others. Take time to rank in order (from 1 to 12) the importance
you would assign to each of these behaviors and skills. What degree of impact do you believe
each of these behaviors / skills has on someone’s ability to persuade and influence?
Behavior / Skills
Involving and supporting others
Providing a clear vision
Offering ideas and suggestions
Asking questions and probing
Stating your expectations of others
Displaying energy and enthusiasm
Finding common ground
Providing reasons and facts
Applying incentives and pressures
Developing ideas with others
Evaluating/giving feedback on others’ efforts
Being attentive
Ranking