Being able to influence others is the most fundamental characteristic of an effective leader, but many people in positions of power don’t know specifically how they are influencing others’ behavior in positive directions. They let it happen by chance or use their formal authority—getting people to do things because “the boss said so.” But as leaders gets promoted within their organization, using formal authority becomes less effective as they not only need to influence subordinates, but also peers, external stakeholders, and superiors.
In this course, Professor Filipowicz explores the three complementary levels of influence. First, you will explore heuristics, or rules of thumb, that people use in order to make decisions. Next, you will learn how to influence through reciprocity by uncovering what the person you want to influence wants and needs. Lastly, you will learn how to alter the social and physical environment in order to get the change in behavior you want. By the end of this course, you’ll have the skills to consistently draw out the desired behaviors from your team and from those around you.
Faculty AuthorAllan M. Filipowicz
Benefits to the Learner
- Understand heuristics (people’s mental shortcuts/rules of thumb) and how to use it to influence others while guarding yourself
- Use the principles of reciprocity to influence others for mutually beneficial outcomes
- Change the social and physical environment to influence others
- Mid- to upper-level managers, high potentials, and senior leaders from every continent and from a diverse range of organizations and industries, including large and small for-profit companies, NGOs, and governmental agencies
- Leaders seeking to improve the performance of themselves and their teams
- Any level of manager or individual contributor who needs to be more effective in interacting with colleagues, clients, direct reports, and superiors