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.
Este curso faz parte do Programa de cursos integrados Achieving Personal and Professional Success
Influence
oferecido por
Programa - O que você aprenderá com este curso
Semana
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 vídeos (Total de 100 min), 1 leitura, 1 teste
14 videos
What Is Power?6min
Just-World Fallacy5min
Case: Sergio de Mello11min
Themes from de Mello4min
Foundations of Social Power: French & Raven8min
What About You?2min
Situation Awareness6min
Case: Cuban Missile Crisis6min
Allison's Three Models of Power13min
Implications8min
Case: Robert Moses8min
The Sources of Moses' Power3min
Themes from Moses10min
1 leituras
Module 1 Lecture Slides10min
Semana
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 vídeos (Total de 90 min), 1 leitura
14 videos
Seating Chart Exercise3min
Resource Dependence and Social Capital3min
Network Structure15min
Applications9min
Cultivating Networks11min
Organizational Perspective5min
Common Mistakes3min
Closing Thoughts on Social Networks2min
Introduction to Coalitions4min
Types of Coalitions11min
Coalition Examples3min
Prescriptions for Coalitions8min
Case: Washington Square6min
1 leituras
Module 2 Lecture Slides10min
Semana
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 vídeos (Total de 95 min), 2 leituras, 1 teste
12 videos
Introduction to Persuasion22min
Heath & Heath10min
Cialdini4min
Aristotle8min
Closing Thoughts on Persuasion3min
Assessing Influence Tactics3min
Assessment Content13min
Basic Results10min
Performance Results7min
Cluster Analysis5min
Path Forward and Prescriptions4min
2 leituras
Leverage Inventory Survey10min
Module 3 Lecture Slides & Additional Reading10min
Semana
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 vídeos (Total de 72 min), 2 leituras
11 videos
Introduction and Behavioral Ethics5min
Hard Questions Survey Explained15min
On Principles4min
Ethical Frameworks10min
The Psychology of Status10min
Notable Examples6min
What Can You Do About It?7min
Closing Thoughts on Status1min
Seven Habits of the Influential8min
Course Conclusionmin
2 leituras
Hard Questions Survey10min
Module 4 Lecture Slides10min
4.8
Melhores avaliações
por 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.
por JS•Nov 7th 2018
Excellent course. Great skills for everyone interested in understanding how power works and how to be a more influential individual in general.
Instrutores
Cade Massey
Practice ProfessorThe Wharton School
Sobre 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.
Sobre o Programa de cursos integrados 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.
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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