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Description

Persuasive Argumentation: Building a Case, Handling Objections and Winning Agreement

Build a solid line of argument and hold it in front of objections and sceptical decision-makers

  • 2 days — 14 h
  • In-person or virtual
  • Foundation
  • Up to 6 participants

Being right is not enough to convince. A well-founded case often fails because arguments are stacked without any hierarchy and expressed in the language of the speaker rather than that of the person taking the decision.

These two days focus on building and defending a line of argument. You learn to select your arguments, order them according to the person in front of you and handle objections without hardening the exchange. The practice sessions are based on the cases participants are genuinely defending at work.

Learning objectives

  • Analyse the interests and reservations of the other party
  • Select and prioritise arguments according to their impact
  • Support every claim with verifiable evidence
  • Handle an objection without hardening the exchange
  • Close a discussion with a dated commitment

What makes this programme different

Each participant works on a proposal they genuinely need to get approved
Practice in handling objections raised live by the group
An analysis grid for assessing arguments against the evidence supporting them

Programme

1Analysing the situation

Stakeholders, stakes and room for manoeuvre

  • Identify what the other party is seeking to protect
  • Anticipate predictable reservations
  • Distinguish the decision you are seeking from agreement in principle
  • Assess your own room for negotiation

2Building the argument

Evidence, hierarchy and wording

  • Select the arguments that address the interests identified
  • Support every claim with verifiable evidence
  • Prioritise arguments and choose the order of presentation
  • Express an argument in one memorable sentence

3Defending the argument

Delivery and objections

  • Open on the benefit expected by the other party
  • Respond to an objection without dismissing it
  • Handle an attack directed at the person rather than the substance
  • Acknowledge a weak point without losing control

4Closing and securing commitment

Agreement and next steps

  • Recognise signals of agreement and of resistance
  • Propose a decision framed in concrete terms
  • Obtain a dated commitment
  • Prepare the follow-up if the decision is postponed

Who is it for

Managers, project managers, sales professionals and technical experts who need to gain acceptance for a proposal.

Prerequisites

No prerequisites

Dates & locations

36 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.