This course is part of the Achieving Personal and Professional Success Specialization

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Cade Massey

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Achieving Personal and Professional Success SpecializationUniversity of Pennsylvania

About this Course

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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.

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Course 4 of 4 in the

Achieving Personal and Professional Success Specialization

Beginner Level

Approx. 9 hours to complete

English

Flexible deadlines

Reset deadlines in accordance to your schedule.

Shareable Certificate

Earn a Certificate upon completion

100% online

Start instantly and learn at your own schedule.

Course 4 of 4 in the

Achieving Personal and Professional Success Specialization

Beginner Level

Approx. 9 hours to complete

English

Instructor

Instructor rating

4.71/5 (47 Ratings)

Cade Massey

Offered by

University of Pennsylvania

Syllabus - What you will learn from this course

Content Rating95%(1,150 ratings)

Week

Week 1

3 hours to complete

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.

3 hours to complete

14 videos (Total 100 min), 1 reading, 1 quiz

Week

Week 2

2 hours to complete

Module 2

In this module, you’ll examine social networks and relationships, and learn how they can help you accomplish your organizational goals. You’ll be able to differentiate between dense and disconnected networks, and weigh the benefits and costs of diversification within your networks. Then you’ll learn about both successful strategies and common pitfalls in cultivating a network, and see how authentic generosity will build reciprocity in your networks and vice versa. You’ll also explore coalitions and how alliances between parties with different perspectives can be very effective and efficient in achieving mutual goals. By the end of this module, you’ll learn effective strategies for networking, coalition-building, and leveraging, and will be able to form strong alliances and relationships both inside and outside your organization.

2 hours to complete

14 videos (Total 90 min), 1 reading

14 videos

Module Introduction: Relationships1m

Seating Chart Exercise3m

Resource Dependence and Social Capital3m

Network Structure15m

Applications9m

Cultivating Networks11m

Organizational Perspective5m

Common Mistakes3m

Closing Thoughts on Social Networks2m

Introduction to Coalitions4m

Types of Coalitions11m

Coalition Examples3m

Prescriptions for Coalitions8m

Case: Washington Square6m

1 reading

Module 2 Lecture Slides10m

Week

Week 3

3 hours to complete

Module 3

This module was designed to help you develop your persuasive tactics and rhetoric to increase your influence. By discussing historical examples of classical principles of persuasion—from Aristotle to the six SUCCES factors—you’ll learn what makes ideas memorable and be able to craft effective messages of your own. You’ll assess your own strengths and weaknesses in influence tactics by taking the Leverage Inventory survey. You’ll also explore statistical analysis examining the relative effectiveness of soft, hard, and smart power strategies. By the end of this module, you’ll be able to employ a toolbox of approaches to gain power and influence, and be prepared to bring the right leveraging skills to any situation.

3 hours to complete

12 videos (Total 95 min), 2 readings, 1 quiz

Week

Week 4

2 hours to complete

Module 4

In this module, you’ll examine the ethical implications of persuasion and the responsibilities that come with having a powerful leveraging toolkit. By looking at examples of our own unconscious biases, you’ll gain a better understanding of where your perspective and values stand. You’ll learn how to find the right balance in making the necessary tradeoffs while exerting sustainable influence. Through exploring different hypothetical scenarios in the Hard Questions Survey, you’ll form strategies to avoid common pitfalls while leveraging influence. By the end of this module, you’ll have a deeper understanding of the ethics of persuasion and influence, and be able to make difficult decisions that are more aligned with you and your organization’s values.

2 hours to complete

11 videos (Total 72 min), 3 readings

11 videos

Module Introduction: Pitfalls1m

Introduction and Behavioral Ethics5m

Hard Questions Survey Explained15m

On Principles4m

Ethical Frameworks10m

The Psychology of Status10m

Notable Examples6m

What Can You Do About It?7m

Closing Thoughts on Status1m

Seven Habits of the Influential8m

Course Conclusion33s

3 readings

Hard Questions Survey10m

Module 4 Lecture Slides10m

Survey for those who have finished the Speicialization10m

Reviews

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TOP REVIEWS FROM INFLUENCE

by MTOct 29, 2020

Amazing!! I learnt a lot of things. Looking forward to implementing lot of tactics. One of the best courses I took. Every video was a wow moment for me. Thanks Prof. Massey.

by HRAug 3, 2020

This was an in-depth look at influence with a variety of pertinent examples. Truly felt like I was back in college!

by MWJan 9, 2019

This Influence course takes a different approach, and while it takes awhile to appreciate, I ended up really liking it! I won't spoil the surprises, but nevertheless, this is a course not to miss!

by RVJun 20, 2020

Excellent course. Very practical. Case studies were the best to connect the topics. Inspired from Sergio's case.

View all reviews

About the Achieving Personal and Professional Success Specialization

Based on four of the most popular courses taught at the Wharton School, Achieving Personal and Professional Success is designed to introduce the tools and techniques for defining and achieving success at home and at work. You'll learn how to find your passion and core values, how to apply these values to your own life, how to work well with others, how to communicate effectively, how to set goals, how to use influence to achieve these goals, and even how to say you are sorry. Through exercises, self-diagnostic surveys, quizzes, and many case studies, you'll discover how to define not only what you want, but also the best way to get it. While many business courses cover topics related to successful organizational practices, these courses provide key insights into successful personal practices, whether you are in the office or in your home. We all bring ourselves to work every day, and these courses will help you be your best self wherever you are.

Frequently Asked Questions

When will I have access to the lectures and assignments?
Access to lectures and assignments depends on your type of enrollment. If you take a course in audit mode, you will be able to see most course materials for free. To access graded assignments and to earn a Certificate, you will need to purchase the Certificate experience, during or after your audit. If you don't see the audit option:
The course may not offer an audit option. You can try a Free Trial instead, or apply for Financial Aid.
The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.
What will I get if I subscribe to this Specialization?
When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile. If you only want to read and view the course content, you can audit the course for free.
Is financial aid available?
Yes. In select learning programs, you can apply for financial aid or a scholarship if you can’t afford the enrollment fee. If fin aid or scholarship is available for your learning program selection, you’ll find a link to apply on the description page.

More questions? Visit the Learner Help Center.

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