Santa Clara University

Presentations to Influence: Issues and Positions are Key

February 16, 2010
9a.m. - Noon
Program fee: $145
Santa Clara University campus

Online registration for this event.

Few people in business actually enjoy giving presentations...and it shows. One the first questions you need to ask yourself is, "What's the purpose of the presentation?" Let's say you want to influence one or more people in the room to agree with your approach to solving a problem. First, what are the key issues...theirs and yours? Second, what are their respective positions (or likely positions) on each issue? If you don't know the answers to these questions in some detail, you run the risk of not being influential.

In this program you will practice and learn:

• How to clearly state, and illustrate, your issues and positions
• How to positively discover the key issues and positions of the other people in the room
• How to increase the probability of influencing all attendees toward your positions

Who should attend?

Managers and professionals across all industries and functional areas.

Faculty

David R. Palmer, Ph.D., is an experienced management consultant, executive, educator, and professional speaker. His expertise is based on over twenty-five years of work in industrial and professional service settings in firms of all sizes. He is the Founder and President of the Institute for Marketing and Innovation, Inc. a management consulting firm in Santa Clara, California. He holds a Ph.D. and an M.A. in Management from the Peter F. Drucker Graduate School of Management at Claremont Graduate University as well as an M.B.A. in Finance and an M.S. in Accounting from the Wharton Graduate School at the University of Pennsylvania, and a degree in Economics and Accounting from Claremont McKenna College. He has taught in the MBA program at Santa Clara University for 18 years.

Cancellation policy and refunds:

Cancellations made more than one week prior to a program will incur a $25 processing fee. For cancellations that occur less than one week prior to a program, no refund will be given. If a participant is a no-show for a program, no refund will be given. A full refund will be given in the event the program is canceled.

Substitutions:

Participant substitutions are allowed for all programs. The substitute information must be sent by email - scuedc@scu.edu or call 408-554-4521 with the substitute information: name, job title, email address, and phone number no later than 4 p.m. the day before the program begins. If you are unable to attend and cannot send a substitute, we offer a one time credit to attend another half day program.