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.
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다음 전문 분야의 6개 강좌 중 3번째 강좌:
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완료하는 데 약 5시간 필요
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강의 계획 - 이 강좌에서 배울 내용
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.
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.
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.
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.
검토
4.6
LEADERSHIP THROUGH SOCIAL INFLUENCE의 최상위 리뷰
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.
Common sense is not so common. Simply put, these principles are so relevant to everyday life, and yet they elude us. Vital tool to develop communication tactics every leader must master.
Great course. I learned so much about influence and how it is manifest in the workplace. I also got skills in how to use influence to get ideas accepted and moved forward.
Perfect! I was only going to complete first module but the way the teacher talked and explained everything in detail made me finish the entire course in less than 2 days.
The course is easy to understand and contain many examples. I like how the professor organized it in four blocks. It made the content easier to memorize.
Engaging lecturer, clear and concise definitions and strategies with good everyday examples. Highly recommend as a intro course to social influence!
Thank you for all the great course resources you've made. Meanwhile I am a real person/ your student, please kindly verify my personal identity.
Very interesting, straightforward and useful. I really enjoyed the learning which I will surely apply immediately on my professional activities.
I really loved it. It would be great to have some good hands-out that explains the process between the different level of influence.
A very inspiring course, not only providing a great toolbox for leaders, but also people who try to communicate and convince others.
Thoroughly enjoyed it! Simple but very useful steps to better negotiation. Will try to apply these in practice as soon as possible.
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