School: University of Michigan
Registration Link: Influencing People
Start Date: November 1, 2015
Workload: Not Specified
Instructors: D. Scott DeRue and Maxim Sytch
Credentials: DeRue is a member of Poets&Quants’ “Top 40 Professors Under the Age of 40.” An associate dean in the executive MBA program at the University of Michigan, DeRue is a prolific writer and researcher, whose research has appeared in journals like the Academy of Management Review and Research in Organizational Behavior (along with national outlets like the New York Times and the Harvard Business Review). Holding a Ph.D. in management from Michigan State, DeRue is also the managing partner of an angel investment firm.
Sytch has also been profiled by Poets&Quants for being among the “Top 40 Professors Under the Age of 40.” A Northwestern Ph.D. who previously taught at Kellogg, Sytch has earned several awards while teaching at Michigan, including the Ross Executive Education Teaching Impact Award and the Outstanding Reviewer Award from the Academy of Management Journal and Organization Science in both 2014 and 2015. A leadership expert, his clients have ranged from Morgan Stanley to Oracle to the Ronald McDonald House.
Description: You need to win hearts before you can win minds. In this course – the third part of a five part specialization in Leading People and Teams – students will learn how to win people over to their side without resorting to arm twisting or manipulation. And that’s key in situations where they lack formal authority, such as working with superiors or peers in different departments. As part of the course, students will practice how to be assertive and persuasive without being aggressive; sharpen negotiation skills that produce win-win solutions; and customize their communication style to each person with whom they interact.
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Additional Note: Students can choose to explore course videos, discussions, and ungraded assignments for free, but they won’t be able to submit graded assignments, earn a certificate, or complete a specialization without paying a $95 fee.