About the Program
Leaders are unlikely to be successful if their approach is to simply demand things get done. Most people in professional capacities use their influence to motivate and inspire their teams and cement their authority. This course will teach participants how to use influence to build relationships, generate goodwill, and get work done.
Course participants will explore the ethics of influence and learn techniques for generating motivation. They'll practice approaches for strategically building relationships and developing reciprocity. They'll learn how to generate authority and harness social information and cues to be a stronger leader. This skill-set is useful for anyone who works with people and coursework is designed to help participants understand the psychology of why people act the way they do. Participants will complete the course with increased confidence in their ability to influence people.
- Participants learn to use practical tools to become more powerful and influential with coworkers, managers, and partners
- Lectures, discussions, and live exercises teach you how to master and mobilize entire teams, departments, and organization
Please note that "Strategic Persuasion: How to Influence Without Authority" was previously called "Power and Influence."
- Managers who have a grasp technical skills but still want to become more influential
- Leaders with goals to improve emotional intelligence
- Managers and directors who must lead across teams or in areas without formal authority
- Manage both team and interpersonal relationships more effectively
- Hone presentation techniques
- Refine your EQ (emotional intelligence)
- Master practical approaches for successful verbal and non-verbal communication
The Ethics of Influence
Pre-Persuasion & the Contrast Principle
Strategically Building Relationships: Principle of Reciprocity
Harnessing Social Information: Principle of Consensus
Building Power without Power: Principle of Authority
Motivating Action: Principle of Scarcity
Long-Term Influence: Principle of Liking
Integrative Communication Exercise
Vladas Griskevicius is the Carlson Family Foundation Chaired Professor of Marketing, Carlson School of Management, University of Minnesota. He serves as chairperson of the Marketing Department and as Associate Editor of the Journal of Marketing Research.