Informações sobre o curso: This course will provide learners with a systematic general framework for analyzing persuasive influence situations. Learners will be able to identify different challenges faced by persuaders and to fashion appropriate strategies for addressing those challenges. The broad goal is to provide learners with not only an extensive persuasion tool kit, but also with an understanding of how different tools are useful in different situations. Specifically, the course will address four broad topics: strategies for influencing people’s personal attitudes; strategies for affecting social factors influencing behavior; strategies for affecting people’s perceived ability to undertake the desired behavior; and strategies for inducing people to act on their existing intentions.

Desenvolvido por: Universidade Northwestern

Ministrado por: Daniel J. O’Keefe, Owen L. Coon Professor
Department of Communication Studies, School of Communication

Informações básicas	Curso 3 de 6 no Organizational Leadership Specialization
Compromisso	4 weeks of study, 1-3 hours/week
Idioma	English
Como ser aprovado	Seja aprovado em todas as tarefas para concluir o curso.
Classificação do usuário	4.5 estrelas Classificação média do usuário 4.5Veja o que os aprendizes disseram

Programa

SEMANA 1

Influencing Attitudes

This module discusses the first of four challenges that persuaders often face: getting people to think that what you’re proposing is a good idea. Sometimes, the reason people aren’t already doing what you want is that they’re not yet convinced that they should—that is, they don’t have sufficiently positive attitudes. This module discusses some fundamental strategies for changing people’s attitudes.

8 vídeos, 3 leituras

Vídeo: Introduction to Course 3 with Dean Blount
Reading: Meet your Professor
Reading: Course Grading and Logistics
Reading: References and Optional Readings
Vídeo: Compliance, Persuasion, and Message Adaptation
Vídeo: Four Persuasion Challenges
Vídeo: Influencing Attitudes: Module Introduction
Vídeo: Consequence-Based Arguments
Vídeo: Consequence Desirability
Vídeo: Consequence Likelihood
Vídeo: Addressing Counterarguments

Nota atribuída: Influencing Attitudes

SEMANA 2

Influencing Social Factors

Even if people have positive attitudes about what you’re proposing, social factors—what they think other people do or want them to do—might lead them to not do what you want. This module discusses several ways in which such social considerations might pose a challenge for persuaders—and discusses how to successfully influence such factors.

4 vídeos

Vídeo: Influencing Social Factors: Module Introduction
Vídeo: Changing Descriptive Norms
Vídeo: De-emphasizing Prescriptive Norms
Vídeo: Changing Prescriptive Norms

Nota atribuída: Influencing Social Factors

SEMANA 3

Influencing Perceived Ability

People can have positive attitudes about your advocated action, and all the social considerations can be lined up positively, but still people might not engage in the desired behavior—because they don’t think they can perform the action. That is, they think the behavior is too difficult, too hard to do, they lack the ability. This module discusses strategies for addressing that challenge—strategies for influencing perceived behavioral ability.

4 vídeos

Vídeo: Influencing Perceived Ability: Module Introduction
Vídeo: The Importance of Perceived Ability
Vídeo: Removing Obstacles
Vídeo: Rehearsal and Modeling

Nota atribuída: Influencing Perceived Ability

SEMANA 4

Converting Intentions into Action

Even when people already have the desired positive attitudes, positive social factors, and high perceived ability to perform the behavior—that is, even when they intend to engage in the behavior you want—even then they might fail to do so. When people have the intentions you want but aren’t acting on them, then the challenge is to get people to convert those intentions into actions. This module discusses several strategies that can encourage people to do that.

6 vídeos

Vídeo: Converting Intentions Into Actions: Module Introduction
Vídeo: Prompts
Vídeo: Explicit Planning
Vídeo: Inducing Guilt
Vídeo: Course Summary: Adapting to the Challenge at Hand
Vídeo: Conclusion of Course 3 with Dean Blount

Nota atribuída: Converting Intentions into Action

Perguntas frequentes

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Como funciona

Coursework

Each course is like an interactive textbook, featuring pre-recorded videos, quizzes and projects.

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Desenvolvedores

Universidade Northwestern

Northwestern University is a private research and teaching university with campuses in Evanston and Chicago, Illinois, and Doha, Qatar. Northwestern combines innovative teaching and pioneering research in a highly collaborative environment that transcends traditional academic boundaries.

Custo

	Comprar curso
Acesso aos materiais do curso	Disponível
Acesso a materiais valendo nota	Disponível
Receba uma nota final	Disponível
Obtenha um Certificado de Curso compartilhável	Disponível

Classificações e avaliações

Avaliado em 4.5 de 5 decorrente de 325 avaliações

Great course, describes and prescribes different strategies based on who you're negotiating with and their perspective. However I will say that this course lacks the onscreen prompts for descriptions or guidelines on the individual strategies as opposed to the preceding 2 courses.