General Overview
The overall objective of this module is to introduce students to frameworks of power and influence in preparation for successful careers, including performance in the job market, working effectively in teams and organizations, and achieving long-term professional goals, whatever they may be. The online lecture will provide detailed frameworks of power (French and Raven’s five bases of power) and influence (Cialdini’s six influence principles). It will also cover practical ways to act more powerfully as well as summarize findings related to how power affects those who have it.
Learning Objectives
• Recognize the different bases of power used by members of groups and organizations.
• Learn the different influence principles used by members of groups and organizations as well as in written communications.
• Develop skills that improve one’s ability to influence groups and organizations.
• Be able to think critically about power and influence in order to avoid being manipulated by others, maximize one’s own effectiveness, and ensure that one is behaving ethically.
• Learn about the effects of power on those who have it as well as how to overcome common pitfalls.
Topics/Theories Covered:
• The five bases of power
o Coercive, reward, legitimate, expert, and referent
• The six principles of influence
o Commitment and consistence, reciprocity, social proof, liking, authority, and scarcity
• How to signal power through nonverbal behavior
• The psychological effects of power on those who have it
HOMEWORK ASSIGNMENT:
Write a two-page memo based on the following prompt. Use the Memo Template on MS Word. The content is more important than the format.
Read a minimum of 5 articles from the Corner Office column in the New York Times (http://projects.nytimes.com/corner-office). Of these five columns, select the profile of the person whose style of leadership you most identify with or admire and discuss why this person’s leadership is particularly impressive to you. Use concepts from the class (e.g., leadership, ethics, power and politics) in discussing this person’s appeal. Include a list of the 5 profiles you read noting the name, company and title of the essays.
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