School: Wharton School
Registration Link: REGISTER HERE
Start Date: October 9, 2017 (4 Weeks Long)
Workload: Not Specified
Instructor: Cade Massey
Credentials: Massey teaches courses in negotiation and influence in Wharton’s full-time MBA program (along with strategic decision-making in the executive education program). He describes his research as working “at the intersection of psychology and economics to investigate how behavior departs from rational models.” A veteran lecturer and researcher who previously taught at Fuqua and Yale, Massey has been a finalist for the Helen Karden Moss Anvil Award for teaching quality at Wharton in three of the past four years.
Graded: Students must complete all assignments to finish the course.
Description: Ever notice how some people have their boss’ ear? Somehow, they gain access when most are shut out. Chances are, their ideas are ultimately commended and codified too. Some people call this “political clout,” but a better term might be “influence.” For whatever reason, they are able to bypass barriers like complacency and fear. They just carry this certain knack for framing their ideas and mustering buy-in up-and-down the organization.
Raw power doesn’t produce lasting results. It breeds resistance. Influence – the ability to position and push forward – is what sets true leaders apart. In this course, students will practice the arts of “persuasion and leverage,” with a four-week look at how to proactively tackle issues, build networks and alliances, create memorable messaging, and understand the pressures, biases, and needs of those who can champion their causes.
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Additional Note: This course is part of a four course specialization, “Achieving Personal and Professional Success.” To learn more about these courses and register for them, click here.