Influence

Product type

Influence

Coursera (CC)
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Description

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About this course: 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 yo…

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When you enroll for courses through Coursera you get to choose for a paid plan or for a free plan

  • Free plan: No certicification and/or audit only. You will have access to all course materials except graded items.
  • Paid plan: Commit to earning a Certificate—it's a trusted, shareable way to showcase your new skills.

About this course: 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.

Created by:  University of Pennsylvania
  • Taught by:  Cade Massey, Practice Professor

    The Wharton School
Basic Info Course 4 of 4 in the Achieving Personal and Professional Success Specialization Level Beginner Language English How To Pass Pass all graded assignments to complete the course. Coursework

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

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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.

Syllabus


WEEK 1


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 videos, 1 reading expand


  1. Video: Course Introduction
  2. Video: What Is Power?
  3. Video: Just-World Fallacy
  4. Video: Case: Sergio de Mello
  5. Video: Themes from de Mello
  6. Video: Foundations of Social Power: French & Raven
  7. Video: What About You?
  8. Video: Situation Awareness
  9. Video: Case: Cuban Missile Crisis
  10. Video: Allison's Three Models of Power
  11. Video: Implications
  12. Video: Case: Robert Moses
  13. Video: The Sources of Moses' Power
  14. Video: Themes from Moses
  15. Reading: Module 1 Lecture Slides

Graded: Module 1 Written Assignment

WEEK 2


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 videos, 1 reading expand


  1. Video: Module Introduction- Relationships
  2. Video: Seating Chart Exercise
  3. Video: Resource Dependence and Social Capital
  4. Video: Network Structure
  5. Video: Applications
  6. Video: Cultivating Networks
  7. Video: Organizational Perspective
  8. Video: Common Mistakes
  9. Video: Closing Thoughts on Social Networks
  10. Video: Introduction to Coalitions
  11. Video: Types of Coalitions
  12. Video: Coalition Examples
  13. Video: Prescriptions for Coalitions
  14. Video: Case: Washington Square
  15. Reading: Module 2 Lecture Slides


WEEK 3


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 videos, 2 readings expand


  1. Video: Module Introduction- Tactics
  2. Video: Introduction to Persuasion
  3. Video: Heath & Heath
  4. Video: Cialdini
  5. Video: Aristotle
  6. Video: Closing Thoughts on Persuasion
  7. Video: Assessing Influence Tactics
  8. Reading: Leverage Inventory Survey
  9. Video: Assessment Content
  10. Video: Basic Results
  11. Video: Performance Results
  12. Video: Cluster Analysis
  13. Video: Path Forward and Prescriptions
  14. Reading: Module 3 Lecture Slides & Additional Reading

Graded: Module 3 Written Assignment

WEEK 4


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 videos, 2 readings expand


  1. Video: Module Introduction- Pitfalls
  2. Video: Introduction and Behavioral Ethics
  3. Reading: Hard Questions Survey
  4. Video: Hard Questions Survey Explained
  5. Video: On Principles
  6. Video: Ethical Frameworks
  7. Video: The Psychology of Status
  8. Video: Notable Examples
  9. Video: What Can You Do About It?
  10. Video: Closing Thoughts on Status
  11. Video: Seven Habits of the Influential
  12. Video: Course Conclusion
  13. Reading: Module 4 Lecture Slides
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