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Del curso dictado por University of Pennsylvania

Influence

115 calificaciones

University of Pennsylvania

Influence

115 calificaciones

Curso 4 de 4 en SpecializationAchieving Personal and Professional Success

What does it mean to be influential? How does one persuade others to pursue a unified goal? How does one leverage power? In this course, you’ll learn how to develop influence and to become more effective in achieving your organizational goals. Professor Cade Massey of the Wharton School has designed this course to help you understand the framework of power and influence and the dynamics of effective networks, and shows you how to develop your skills of persuasion and leverage. By the end of this course, you’ll know your own strengths and how to use them to get what you need, how to gain power and influence, and how to leverage relationships and alliances to achieve your goals in both business and in life.

De la lección

Module 1

In this module, we’ll begin by defining influence. You’ll weigh the pros and cons of proactivity and political ability, and find the right balance to get any job done within your organization. You’ll learn different models of power structures and dynamics, and discover the importance of flexibility, situational awareness, and agency. By the end of this module, you’ll be better able to analyze organizational structure, recognize processes within your organization that need improvement, and use your power of influence to optimize these processes.

Course Introduction2:31

What Is Power?6:47

Just-World Fallacy5:43

Case: Sergio de Mello11:54

Themes from de Mello4:06

Foundations of Social Power: French & Raven8:07

What About You?2:29

Situation Awareness6:50

Case: Cuban Missile Crisis6:48

Allison's Three Models of Power13:09

Implications8:42

Case: Robert Moses8:26

The Sources of Moses' Power3:35

Themes from Moses10:45

Conoce a los instructores

Cade Massey
Practice Professor
The Wharton School

Want to wrap up with an observation by Robert Kelley,

who wrote a book in 1998 called How To Be a Star at Work.

A little bit of a cheesy title.

Fantastic book, though.

Can highly recommend it.

He went into this work trying to understand what separates the star

performers from middle performers.

His hypothesis was more or less the conventional wisdom.

They're going to be different in some fundamental way that they will be smarter,

they'll be brains or they'll be better in person, they'll be schmoozers or

they'll just work harder, they'll be workaholics perhaps.

They tested for all of these things and found that these fundamentals

dispositions didn't separate stars from middle performers.

Instead, they doubled their efforts, they observed more closely and

found that it was patterns of behavior on the job.

That stars or middle performs, in fact exercise many of the same strategies, but

they rank their importance differently, they prioritize these behaviors

differently, and they describe them differently.

One of the most important take-aways from this work is that it's not a DNA test

that separates star performers from middle performers, but rather their strategies.

And their strategies essentially available to everybody.

Jeff Pfeffer puts it the following way.

Our goal in studying power and influence,

our goal here in the class, is to convince you that you can actually acquire power.

Not by becoming a new individual, but

by doing some things slightly more strategically and differently.

So this puts the focus back on you, and

this is going to be a big theme in the class.

This is a very personal class, and we want you to stop and

reflect on what does it mean to you and what do you want to change as a result.

So, let's start with a few questions.

What is one strength of yours in this space?

What's one method you can effectively influence others?

What is kind of your go-to move in influencing other people?

This is a starting place for you.

This is where you can get some traction.

But as important, perhaps more important, what is one weakness of yours?

What is a method you see others use for influence that you have trouble with?

That you might start stretching on and improving on.

And then finally, what is one thing you'd like to create change or

accomplish that requires as much influence as you can muster?

This is kind of the motivation for the course.

What would you like to do out there?

What are the goals out there the ambitions out there that you need power and

influence in order to accomplish?

What about you?

Finally, I'll leave you with a thought from Kelley, again, illustrated here with.

It isn't what these stars had in their head that made them standouts, but

how they used what they had.

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