关于此课程： 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.
制作方： University of Pennsylvania
教学方： Cade Massey, Practice Professor
The Wharton School
| 基本信息 | |
| 级别 | 初级 |
| 语言 | English |
| 如何通过 | 通过所有计分作业以完成课程。 |
| 用户评分 |
授课大纲
第 1 周
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, 1 个阅读材料
- 视频: What Is Power?
- 视频: Just-World Fallacy
- 视频: Case: Sergio de Mello
- 视频: Themes from de Mello
- 视频: Foundations of Social Power: French & Raven
- 视频: What About You?
- 视频: Situation Awareness
- 视频: Case: Cuban Missile Crisis
- 视频: Allison's Three Models of Power
- 视频: Implications
- 视频: Case: Robert Moses
- 视频: The Sources of Moses' Power
- 视频: Themes from Moses
- Reading: Module 1 Lecture Slides
已评分: Module 1 Written Assignment
第 2 周
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, 1 个阅读材料
- 视频: Seating Chart Exercise
- 视频: Resource Dependence and Social Capital
- 视频: Network Structure
- 视频: Applications
- 视频: Cultivating Networks
- 视频: Organizational Perspective
- 视频: Common Mistakes
- 视频: Closing Thoughts on Social Networks
- 视频: Introduction to Coalitions
- 视频: Types of Coalitions
- 视频: Coalition Examples
- 视频: Prescriptions for Coalitions
- 视频: Case: Washington Square
- Reading: Module 2 Lecture Slides
第 3 周
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, 2 个阅读材料
- 视频: Introduction to Persuasion
- 视频: Heath & Heath
- 视频: Cialdini
- 视频: Aristotle
- 视频: Closing Thoughts on Persuasion
- 视频: Assessing Influence Tactics
- Reading: Leverage Inventory Survey
- 视频: Assessment Content
- 视频: Basic Results
- 视频: Performance Results
- 视频: Cluster Analysis
- 视频: Path Forward and Prescriptions
- Reading: Module 3 Lecture Slides & Additional Reading
已评分: Module 3 Written Assignment
第 4 周
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, 2 个阅读材料
- 视频: Introduction and Behavioral Ethics
- Reading: Hard Questions Survey
- 视频: Hard Questions Survey Explained
- 视频: On Principles
- 视频: Ethical Frameworks
- 视频: The Psychology of Status
- 视频: Notable Examples
- 视频: What Can You Do About It?
- 视频: Closing Thoughts on Status
- 视频: Seven Habits of the Influential
- 视频: Course Conclusion
- Reading: Module 4 Lecture Slides
常见问题解答
运作方式
Coursework
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制作方
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.
价格
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| 访问课程材料 | 可用 |
| 访问评分的材料 | 可用 |
| 收到最终成绩 | 可用 |
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评分和审阅
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.
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.