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.
提供方
教学大纲 - 您将从这门课程中学到什么
周
1完成时间为 4 小时
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 个视频 （总计 100 分钟）, 1 个阅读材料, 1 个测验
14 个视频
What Is Power?6分钟
Just-World Fallacy5分钟
Case: Sergio de Mello11分钟
Themes from de Mello4分钟
Foundations of Social Power: French & Raven8分钟
What About You?2分钟
Situation Awareness6分钟
Case: Cuban Missile Crisis6分钟
Allison's Three Models of Power13分钟
Implications8分钟
Case: Robert Moses8分钟
The Sources of Moses' Power3分钟
Themes from Moses10分钟
1 个阅读材料
Module 1 Lecture Slides10分钟
周
2完成时间为 2 小时
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 个视频 （总计 90 分钟）, 1 个阅读材料
14 个视频
Seating Chart Exercise3分钟
Resource Dependence and Social Capital3分钟
Network Structure15分钟
Applications9分钟
Cultivating Networks11分钟
Organizational Perspective5分钟
Common Mistakes3分钟
Closing Thoughts on Social Networks2分钟
Introduction to Coalitions4分钟
Types of Coalitions11分钟
Coalition Examples3分钟
Prescriptions for Coalitions8分钟
Case: Washington Square6分钟
1 个阅读材料
Module 2 Lecture Slides10分钟
周
3完成时间为 4 小时
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 个视频 （总计 95 分钟）, 2 个阅读材料, 1 个测验
12 个视频
Introduction to Persuasion22分钟
Heath & Heath10分钟
Cialdini4分钟
Aristotle8分钟
Closing Thoughts on Persuasion3分钟
Assessing Influence Tactics3分钟
Assessment Content13分钟
Basic Results10分钟
Performance Results7分钟
Cluster Analysis5分钟
Path Forward and Prescriptions4分钟
2 个阅读材料
Leverage Inventory Survey10分钟
Module 3 Lecture Slides & Additional Reading10分钟
周
4完成时间为 2 小时
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 个视频 （总计 72 分钟）, 3 个阅读材料
11 个视频
Introduction and Behavioral Ethics5分钟
Hard Questions Survey Explained15分钟
On Principles4分钟
Ethical Frameworks10分钟
The Psychology of Status10分钟
Notable Examples6分钟
What Can You Do About It?7分钟
Closing Thoughts on Status1分钟
Seven Habits of the Influential8分钟
Course Conclusion33
3 个阅读材料
Hard Questions Survey10分钟
Module 4 Lecture Slides10分钟
Survey for those who have finished the Speicialization10分钟
4.8
29 个审阅热门审阅
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.
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!
讲师
Cade Massey
Practice ProfessorThe Wharton School
关于 宾夕法尼亚大学
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.
关于 Achieving Personal and Professional Success 专项课程
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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