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Description

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

Defend a proposal with arguments chosen for your counterpart rather than with your own reasoning

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

Being right is not enough. A sound proposal is set aside because it was presented in the wrong order, supported by arguments that convince the person making them rather than the person deciding, or defended without anticipating the first objection. The discussion then hardens around form and the substance is lost.

Two days to analyse what makes an argument acceptable, build a case tailored to your counterpart, prepare foreseeable objections and close on a commitment. Practice sessions are based on proposals that participants genuinely have to defend.

Learning objectives

  • Analyse the interests and decision criteria of your counterpart
  • Build an argument linking fact, evidence and benefit
  • Sequence arguments according to their strength and the stage of the discussion
  • Respond to objections without turning the exchange into a contest of wills
  • Close a discussion on an explicitly stated commitment

What makes this programme different

You work on a proposal you genuinely need to get approved
Timed argumentation duels with role reversal
Systematic anticipation of objections listed before each practice round

Programme

1Analyse before you argue

Know who decides and on what basis

  • Interests and decision criteria of your counterpart
  • Constraints and perceived risks
  • Starting level of information
  • Realistic objective for the discussion
  • Choosing the moment and the setting

2Building the argument

From fact to benefit

  • The fact-evidence-benefit structure
  • Types of evidence that carry weight in different contexts
  • Short and verifiable wording
  • Arguments to avoid and weak reasoning
  • Aligning the argument with the targeted criterion

3Organising your case

Sequence changes the outcome

  • Ranking arguments by strength
  • Structuring by benefits or by risks avoided
  • Where to place the strongest argument
  • Using figures and examples
  • Concision and speaking time

4Objections and closing

Holding your ground without antagonising

  • Types of objection and matching responses
  • Acknowledging the objection before responding
  • Handling a challenge to your figures
  • Recognising the moment to close
  • Wording the commitment you expect

Who is it for

Employees, managers, project managers and technical experts who must defend proposals to decision-makers or colleagues.

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.