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Influence, Persuasion & Negotiation

An elective course in the Human Resources Management certificate program.

Course Description

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.

NOTE: This course will meet in live sessions via Zoom. The sessions will be recorded and posted for students who are not able to attend due to unforeseen circumstances. Attending the live Zoom session or watching the recording is mandatory. Additional videos, readings, assignments, and/or quizzes may also be assigned weekly in the online course. The Zoom meeting link and password to join will be provided in your course. A device with audio and visual will be needed to participate. The following student guide provides additional resources/information on how to use and access your courses Zoom sessions.

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  • Details
  • $635
  • Reg#: 00134
  • ID/Units: SOCECOL X457  (2.50)
    ( Section 1 )
  • Quarter: SUMMER 2022