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.
Этот курс входит в специализацию ''Специализация Achieving Personal and Professional Success'
Influence
от партнера
Программа курса: что вы изучите
Неделя
1Module 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 ((всего 100 мин.)), 1 материал для самостоятельного изучения, 1 тест
14 видео
What Is Power?6мин
Just-World Fallacy5мин
Case: Sergio de Mello11мин
Themes from de Mello4мин
Foundations of Social Power: French & Raven8мин
What About You?2мин
Situation Awareness6мин
Case: Cuban Missile Crisis6мин
Allison's Three Models of Power13мин
Implications8мин
Case: Robert Moses8мин
The Sources of Moses' Power3мин
Themes from Moses10мин
1 материал для самостоятельного изучения
Module 1 Lecture Slides10мин
Неделя
2Module 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 ((всего 90 мин.)), 1 материал для самостоятельного изучения
14 видео
Seating Chart Exercise3мин
Resource Dependence and Social Capital3мин
Network Structure15мин
Applications9мин
Cultivating Networks11мин
Organizational Perspective5мин
Common Mistakes3мин
Closing Thoughts on Social Networks2мин
Introduction to Coalitions4мин
Types of Coalitions11мин
Coalition Examples3мин
Prescriptions for Coalitions8мин
Case: Washington Square6мин
1 материал для самостоятельного изучения
Module 2 Lecture Slides10мин
Неделя
3Module 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 ((всего 95 мин.)), 2 материалов для самостоятельного изучения, 1 тест
12 видео
Introduction to Persuasion22мин
Heath & Heath10мин
Cialdini4мин
Aristotle8мин
Closing Thoughts on Persuasion3мин
Assessing Influence Tactics3мин
Assessment Content13мин
Basic Results10мин
Performance Results7мин
Cluster Analysis5мин
Path Forward and Prescriptions4мин
2 материала для самостоятельного изучения
Leverage Inventory Survey10мин
Module 3 Lecture Slides & Additional Reading10мин
Неделя
4Module 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 ((всего 72 мин.)), 2 материалов для самостоятельного изучения
11 видео
Introduction and Behavioral Ethics5мин
Hard Questions Survey Explained15мин
On Principles4мин
Ethical Frameworks10мин
The Psychology of Status10мин
Notable Examples6мин
What Can You Do About It?7мин
Closing Thoughts on Status1мин
Seven Habits of the Influential8мин
Course Conclusion33
2 материала для самостоятельного изучения
Hard Questions Survey10мин
Module 4 Lecture Slides10мин
4.8
Рецензии: 23Лучшие рецензии
автор: MW•Jan 10th 2019
This Influence course takes a different approach, and while it takes awhile to appreciate, I ended up really liking it! I won't spoil the surprises, but nevertheless, this is a course not to miss!
автор: CS•Apr 7th 2018
I worked with my corporate leaders. This course helped me understand why they act the way they act, as well as helping to improve my people skill and understanding my bottomline as a professional.
Преподаватель
Cade Massey
Practice ProfessorThe Wharton School
О Пенсильванский университет
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.
О специализации ''Achieving Personal and Professional Success'
Based on four of the most popular courses taught at the Wharton School, Achieving Personal and Professional Success is designed to introduce the tools and techniques for defining and achieving success at home and at work. You'll learn how to find your passion and core values, how to apply these values to your own life, how to work well with others, how to communicate effectively, how to set goals, how to use influence to achieve these goals, and even how to say you are sorry. Through exercises, self-diagnostic surveys, quizzes, and many case studies, you'll discover how to define not only what you want, but also the best way to get it. While many business courses cover topics related to successful organizational practices, these courses provide key insights into successful personal practices, whether you are in the office or in your home. We all bring ourselves to work every day, and these courses will help you be your best self wherever you are.
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