Об этом курсе: What does it mean to be influential? How does one persuade others to pursue a unified goal? How does one leverage power? In this course, you’ll learn how to develop influence and to become more effective in achieving your organizational goals. Professor Cade Massey of the Wharton School has designed this course to help you understand the framework of power and influence and the dynamics of effective networks, and shows you how to develop your skills of persuasion and leverage. By the end of this course, you’ll know your own strengths and how to use them to get what you need, how to gain power and influence, and how to leverage relationships and alliances to achieve your goals in both business and in life.
Автор: University of Pennsylvania
Преподаватели: Cade Massey, Practice Professor
The Wharton School
| Основные сведения | |
| Уровень | Начинающий |
| Язык | English |
| Как пройти курс | Чтобы пройти курс, выполните все оцениваемые задания. |
| Оценки пользователей |
Программа курса
НЕДЕЛЯ 1
Module 1
In this module, we’ll begin by defining influence. You’ll weigh the pros and cons of proactivity and political ability, and find the right balance to get any job done within your organization. You’ll learn different models of power structures and dynamics, and discover the importance of flexibility, situational awareness, and agency. By the end of this module, you’ll be better able to analyze organizational structure, recognize processes within your organization that need improvement, and use your power of influence to optimize these processes.
14 видео, 1 материал для самостоятельного изучения
- Видео: What Is Power?
- Видео: Just-World Fallacy
- Видео: Case: Sergio de Mello
- Видео: Themes from de Mello
- Видео: Foundations of Social Power: French & Raven
- Видео: What About You?
- Видео: Situation Awareness
- Видео: Case: Cuban Missile Crisis
- Видео: Allison's Three Models of Power
- Видео: Implications
- Видео: Case: Robert Moses
- Видео: The Sources of Moses' Power
- Видео: Themes from Moses
- Reading: Module 1 Lecture Slides
Оцениваемый: Module 1 Written Assignment
НЕДЕЛЯ 2
Module 2
In this module, you’ll examine social networks and relationships, and learn how they can help you accomplish your organizational goals. You’ll be able to differentiate between dense and disconnected networks, and weigh the benefits and costs of diversification within your networks. Then you’ll learn about both successful strategies and common pitfalls in cultivating a network, and see how authentic generosity will build reciprocity in your networks and vice versa. You’ll also explore coalitions and how alliances between parties with different perspectives can be very effective and efficient in achieving mutual goals. By the end of this module, you’ll learn effective strategies for networking, coalition-building, and leveraging, and will be able to form strong alliances and relationships both inside and outside your organization.
14 видео, 1 материал для самостоятельного изучения
- Видео: Seating Chart Exercise
- Видео: Resource Dependence and Social Capital
- Видео: Network Structure
- Видео: Applications
- Видео: Cultivating Networks
- Видео: Organizational Perspective
- Видео: Common Mistakes
- Видео: Closing Thoughts on Social Networks
- Видео: Introduction to Coalitions
- Видео: Types of Coalitions
- Видео: Coalition Examples
- Видео: Prescriptions for Coalitions
- Видео: Case: Washington Square
- Reading: Module 2 Lecture Slides
НЕДЕЛЯ 3
Module 3
This module was designed to help you develop your persuasive tactics and rhetoric to increase your influence. By discussing historical examples of classical principles of persuasion—from Aristotle to the six SUCCES factors—you’ll learn what makes ideas memorable and be able to craft effective messages of your own. You’ll assess your own strengths and weaknesses in influence tactics by taking the Leverage Inventory survey. You’ll also explore statistical analysis examining the relative effectiveness of soft, hard, and smart power strategies. By the end of this module, you’ll be able to employ a toolbox of approaches to gain power and influence, and be prepared to bring the right leveraging skills to any situation.
12 видео, 2 материала для самостоятельного изучения
- Видео: Introduction to Persuasion
- Видео: Heath & Heath
- Видео: Cialdini
- Видео: Aristotle
- Видео: Closing Thoughts on Persuasion
- Видео: Assessing Influence Tactics
- Reading: Leverage Inventory Survey
- Видео: Assessment Content
- Видео: Basic Results
- Видео: Performance Results
- Видео: Cluster Analysis
- Видео: Path Forward and Prescriptions
- Reading: Module 3 Lecture Slides & Additional Reading
Оцениваемый: Module 3 Written Assignment
НЕДЕЛЯ 4
Module 4
In this module, you’ll examine the ethical implications of persuasion and the responsibilities that come with having a powerful leveraging toolkit. By looking at examples of our own unconscious biases, you’ll gain a better understanding of where your perspective and values stand. You’ll learn how to find the right balance in making the necessary tradeoffs while exerting sustainable influence. Through exploring different hypothetical scenarios in the Hard Questions Survey, you’ll form strategies to avoid common pitfalls while leveraging influence. By the end of this module, you’ll have a deeper understanding of the ethics of persuasion and influence, and be able to make difficult decisions that are more aligned with you and your organization’s values.
11 видео, 2 материала для самостоятельного изучения
- Видео: Introduction and Behavioral Ethics
- Reading: Hard Questions Survey
- Видео: Hard Questions Survey Explained
- Видео: On Principles
- Видео: Ethical Frameworks
- Видео: The Psychology of Status
- Видео: Notable Examples
- Видео: What Can You Do About It?
- Видео: Closing Thoughts on Status
- Видео: Seven Habits of the Influential
- Видео: Course Conclusion
- Reading: Module 4 Lecture Slides
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Авторы
University of Pennsylvania
The University of Pennsylvania (commonly referred to as Penn) is a private university, located in Philadelphia, Pennsylvania, United States. A member of the Ivy League, Penn is the fourth-oldest institution of higher education in the United States, and considers itself to be the first university in the United States with both undergraduate and graduate studies.
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Рейтинги и отзывы
This has been the most useful and insightful business class I have taken to date. I appreciate the instructors examples, methods, and especially the incorporation of ethics into the conversation. It gives me hope for being able to be successful in the business community while still keeping to my principles and ethics - and I think that any discussion of influence and power without discussion of ethics would be leaving a key element out on the table - and I thought this course combined them in a way that highlighted the dilemnas that I have often struggled with to a lesser degree in my business experience.
MUST DO
Excellent course. Well designed, case studies are vibrant and well connected to course.
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In my opinion this is one of the most important courses anyone can take in order to learn how to use what he got to influence others, and how to use science in doing this. Great course and greatly recommended.