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.
このコースはOrganizational Leadership の専門講座に属します。
Leadership Through Social Influence
提供：
13,880 登録済み
シラバス - 本コースの学習内容
週
11時間で修了
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件のビデオ （合計39分）, 3 readings, 1 quiz
8件のビデオ
Compliance, Persuasion, and Message Adaptation5 分
Four Persuasion Challenges5 分
Influencing Attitudes: Module Introduction56
Consequence-Based Arguments5 分
Consequence Desirability6 分
Consequence Likelihood6 分
Addressing Counterarguments6 分
3件の学習用教材
Meet your Professor10 分
Course Grading and Logistics10 分
References and Optional Readings10 分
1の練習問題
Influencing Attitudes10 分
週
224分で修了
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件のビデオ （合計16分）, 1 quiz
4件のビデオ
Changing Descriptive Norms5 分
De-emphasizing Prescriptive Norms4 分
Changing Prescriptive Norms5 分
1の練習問題
Influencing Social Factors8 分
週
328分で修了
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件のビデオ （合計20分）, 1 quiz
4件のビデオ
The Importance of Perceived Ability5 分
Removing Obstacles6 分
Rehearsal and Modeling6 分
1の練習問題
Influencing Perceived Ability8 分
週
41時間で修了
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件のビデオ （合計24分）, 1 quiz
6件のビデオ
Prompts5 分
Explicit Planning5 分
Inducing Guilt6 分
Course Summary: Adapting to the Challenge at Hand3 分
Conclusion of Course 3 with Dean Blount1 分
1の練習問題
Converting Intentions into Action8 分
4.6
95件のレビュー25%
コース終了後に新しいキャリアをスタートした
25%
コースが具体的なキャリアアップにつながった
人気のレビュー
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.
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.
講師
Daniel J. O’Keefe
Owen L. Coon ProfessorDepartment of Communication Studies, School of Communication
ノースウェスタン大学（Northwestern University）について
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.
Organizational Leadershipの専門講座について
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.
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