SOCECOL X457

Influence, Persuasion, and Negotiation

In this course, we study three forms of interaction for the purposes of having an effect on another individual’s opinion, behavior, perspective, decision making or actions. The course will address Influence in both the workplace and outside of it by looking at forms of influential behavior, human tendencies regarding influence as well as the distinctions between influence and manipulation, coercion and authority. Our study of persuasion will include an in-depth evaluation of the different forms of Persuasive Powers as well as the role emotion and relationships play in the art of Persuasion. The final segments of the course focus on the highly intentional form of such interactions: Negotiation. Our study of negotiation espouses the strategy of “Principled Negotiation” in which the goal is not just win-win, but working collaboratively with all involved to maximize the value of the agreement to all parties. The course will culminate with each student preparing a plan to Influence, Persuade or Negotiate with another in a specific, real situation.

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Course
Approximate Cost TBD
Format Online
Duration TBD
Total Credits 2.5