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Course Description

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 Author

Allan 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 

Target Audience

  • 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
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Type
2 week
Dates
Dec 25, 2019 to Jan 07, 2020
Total Number of Hours
6.0
Course Fee(s)
Contract Fee $0.00
Type
2 week
Dates
Jan 22, 2020 to Feb 04, 2020
Total Number of Hours
6.0
Course Fee(s)
Contract Fee $0.00
Type
2 week
Dates
Feb 05, 2020 to Feb 18, 2020
Total Number of Hours
6.0
Course Fee(s)
Contract Fee $0.00
Type
2 week
Dates
Feb 19, 2020 to Mar 03, 2020
Total Number of Hours
6.0
Course Fee(s)
Contract Fee $0.00
Type
2 week
Dates
Mar 18, 2020 to Mar 31, 2020
Total Number of Hours
6.0
Course Fee(s)
Contract Fee $0.00
Type
2 week
Dates
Apr 01, 2020 to Apr 14, 2020
Total Number of Hours
6.0
Course Fee(s)
Contract Fee $0.00
Type
2 week
Dates
Apr 15, 2020 to Apr 28, 2020
Total Number of Hours
6.0
Course Fee(s)
Contract Fee $0.00
Type
2 week
Dates
May 13, 2020 to May 26, 2020
Total Number of Hours
6.0
Course Fee(s)
Contract Fee $0.00
Type
2 week
Dates
May 27, 2020 to Jun 09, 2020
Total Number of Hours
6.0
Course Fee(s)
Contract Fee $0.00
Type
2 week
Dates
Jun 10, 2020 to Jun 23, 2020
Total Number of Hours
6.0
Course Fee(s)
Contract Fee $0.00
Type
2 week
Dates
Jul 08, 2020 to Jul 21, 2020
Total Number of Hours
6.0
Course Fee(s)
Contract Fee $0.00
Type
2 week
Dates
Jul 22, 2020 to Aug 04, 2020
Total Number of Hours
6.0
Course Fee(s)
Contract Fee $0.00
Type
2 week
Dates
Aug 05, 2020 to Aug 18, 2020
Total Number of Hours
6.0
Course Fee(s)
Contract Fee $0.00
Type
2 week
Dates
Sep 02, 2020 to Sep 15, 2020
Total Number of Hours
6.0
Course Fee(s)
Contract Fee $0.00
Type
2 week
Dates
Sep 16, 2020 to Sep 29, 2020
Total Number of Hours
6.0
Course Fee(s)
Contract Fee $0.00
Type
2 week
Dates
Sep 30, 2020 to Oct 13, 2020
Total Number of Hours
6.0
Course Fee(s)
Contract Fee $0.00
Type
2 week
Dates
Oct 28, 2020 to Nov 10, 2020
Total Number of Hours
6.0
Course Fee(s)
Contract Fee $0.00
Type
2 week
Dates
Nov 11, 2020 to Nov 24, 2020
Total Number of Hours
6.0
Course Fee(s)
Contract Fee $0.00
Type
2 week
Dates
Nov 25, 2020 to Dec 08, 2020
Total Number of Hours
6.0
Course Fee(s)
Contract Fee $0.00
Type
2 week
Dates
Dec 23, 2020 to Jan 05, 2021
Total Number of Hours
6.0
Course Fee(s)
Contract Fee $0.00
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