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.
Este curso faz parte do Programa de cursos integrados Organizational Leadership
Leadership Through Social Influence
oferecido por
Informações sobre o curso
4.5
399 classificações
Habilidades que você terá
CommunicationNegotiationLeadershipCommunications Management
Programa - O que você aprenderá com este curso
Semana
1Influencing 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 (total de (Total 39 mín.) min), 3 leituras, 1 teste
8 videos
Compliance, Persuasion, and Message Adaptation5min
Four Persuasion Challenges5min
Influencing Attitudes: Module Introduction56s
Consequence-Based Arguments5min
Consequence Desirability6min
Consequence Likelihood6min
Addressing Counterarguments6min
3 leituras
Meet your Professor10min
Course Grading and Logistics10min
References and Optional Readings10min
1 exercício prático
Influencing Attitudes10min
Semana
2Influencing 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 (total de (Total 16 mín.) min), 1 teste
4 videos
Changing Descriptive Norms5min
De-emphasizing Prescriptive Norms4min
Changing Prescriptive Norms5min
1 exercício prático
Influencing Social Factors8min
Semana
3Influencing 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 (total de (Total 20 mín.) min), 1 teste
4 videos
The Importance of Perceived Ability5min
Removing Obstacles6min
Rehearsal and Modeling6min
1 exercício prático
Influencing Perceived Ability8min
Semana
4Converting 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 (total de (Total 24 mín.) min), 1 teste
6 videos
Prompts5min
Explicit Planning5min
Inducing Guilt6min
Course Summary: Adapting to the Challenge at Hand3min
Conclusion of Course 3 with Dean Blount1min
1 exercício prático
Converting Intentions into Action8min
25%
comecei uma nova carreira após concluir estes cursos
14%
consegui um benefício significativo de carreira com este curso
Melhores avaliações
por DK•Jul 30th 2018
I found Professor O’Keefe's insights and his storytelling to be highly engaging. His videos helped me see new ways I can help my colleagues seize new opportunities to help our team. Thank you.
por TH•Feb 3rd 2016
Excellent, the entire presentation held together well. It built on itself and the result was a cohesive sense of understanding. This is how it's done, Northwestern. This is how it's done.
Instrutores
Daniel J. O’Keefe
Owen L. Coon ProfessorDepartment of Communication Studies, School of Communication
Sobre Northwestern University
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.
Sobre o Programa de cursos integrados Organizational Leadership
Equip yourself to successfully lead organizations through clarity of purpose and effective collaboration — by building and motivating teams; designing and delivering powerful stories; developing strategies to appropriately influence; understanding underlying customer analytics and applying innovative approaches to deliver impact.
How do aspiring managers succeed in an ever-changing business environment? How do they lead different groups to action? This specialization equips aspiring managers to lead change and leverage different roles and functions within for-profit institutions to create lasting value in the marketplace. Throughout the five courses, we will explore how great leaders assess themselves and lead collaborative teams that effectively manage negotiations and conflict. We will discover how leaders communicate through storytelling and employ other communication strategies to influence. Furthermore, we will learn how organizations start with the clarity of purpose that comes from an understanding of customers’ needs, including leveraging data analytics, and use that focus to drive the design of products and services to meet those needs effectively. At the end of the coursework, students will create a capstone project that allows them to apply what they have learned.
Each of the individual courses can be audited for free: 1-High Performance Collaboration: Leadership, Teamwork, and Negotiation, 2-Leadership Communication for Maximum Impact: Storytelling, 3-Leadership Through Social Influence, 4-Leadership Through Marketing, 5-Leadership Through Design Innovation.
Perguntas Frequentes – FAQ
Quando terei acesso às palestras e às tarefas?
Ao se inscrever para um Certificado, você terá acesso a todos os vídeos, testes e tarefas de programação (se aplicável). Tarefas avaliadas pelos colegas apenas podem ser enviadas e avaliadas após o início da sessão. Caso escolha explorar o curso sem adquiri-lo, talvez você não consiga acessar certas tarefas.
O que recebo ao me inscrever nesta Especialização?
Quando você se inscreve no curso, tem acesso a todos os cursos na Especialização e pode obter um certificado quando concluir o trabalho. Seu Certificado eletrônico será adicionado à sua página de Participações e você poderá imprimi-lo ou adicioná-lo ao seu perfil no LinkedIn. Se quiser apenas ler e assistir o conteúdo do curso, você poderá frequentá-lo como ouvinte sem custo.
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