Our success in the business world depends upon our ability to persuade and influence others.

We are constantly trying to convince our clients and colleagues to support us, trust us, and believe in us. To achieve our strategic goals, we must develop the mindset of a salesperson and put our persuasive communication skills to work.


Overview

Why you should attend

Students in this course will gain insight on how to adapt their communication style to various audiences. They will learn how to use different types of appeals to speak persuasively and influence business conversations. Students will then put these skills into action by designing a compelling pitch.


Program highlights

  • Explore theories and techniques that underlie the art of persuasive communication.
  • Develop an effective pitch for a product or proposal.
  • Learn how to persuade others to “buy” or “buy in” to what you are selling.


Location

Courses are held in Room 201 at the Johns Hopkins Carey Business School Harbor East campus, located at 100 International Drive, Baltimore, MD 21202.

Check-in and breakfast for this course is from 8:30-9:00am each day. The seminar begins promptly at 9:00am and ends at 4:00pm. 

The registration deadline is one week prior to the first day of class. 

Audience

This program serves individual contributors and managers who want to become more effective at influencing and persuading others. It is especially appropriate for employees and entrepreneurs who regularly pitch ideas, projects, and proposals. Participants in both sales and non-sales roles will find this program directly applicable to their professional endeavors.

Faculty

Steven Cohen Photo

Steven D. Cohen

Assistant Professor & Academic Program Director for Executive Education, Johns Hopkins Carey Business School

Dr. Steven Cohen is a leading expert on persuasive communication and effective presentation skills. He is an accomplished scholar and dynamic trainer who has brought research-based insights to clients in a wide range of industries. Dr. Cohen is well known for helping leaders and professionals speak with authority, confidence, and influence. He has been quoted in publications such as the Financial Times, Slate, Huffington Post, Inc., and New York Magazine and was featured in the BBC Radio documentary, “Churchill’s Secret Cabinet.” He holds a Ph.D. in communication from the University of Maryland and a master's degree in public policy from Harvard University.

Dr. Cohen’s scholarly interests include persuasive speaking, workplace presentations, and public speaking training. Dr. Cohen is the author of two books, Public Speaking: The Path to Success and Lessons from the Podium: Public Speaking as a Leadership Art. He is also the editor of Speaking for Success: Readings and Resources, a collection of essential articles on the art of public speaking. Prior to his academic career, Dr. Cohen was an assistant vice president and team leader at Bank of America and later became a senior strategy consultant at IBM Global Business Services. 

 

Tuition

$3800 for the 3-day seminar. This fee includes materials, gourmet breakfast and lunch and on-site garage parking.

JHU employees can submit for tuition remission for the entire cost of the course. JHHS employees receive a 20 percent discount on all seminars. 

The new JHU tuition remission form is available online here. Please return completed forms to carey.execed@jhu.edu

Registration

Program Dates: November 27, 28, 30, 2017. Register now.
                          February 20, 22, 23, 2018. Register now.
                          April 23-25, 2018. Register now.
                          July 11-13, 2018. Register now.
                          October 9-11, 2018. Register now.

To cancel or transfer your registration, please write to carey.execed@jhu.edu. Registrants who do not cancel and do not attend the program will not receive a refund.

JHU employees should refer to the Non-credit Courses section of the Tuition Remission policies (available on the JHU Benefits page) regarding cancellation policies. Registrants not employed by JHU must notify the Office of Executive Education of cancellation at least two weeks prior to the program in order to receive a full refund.