Course Catalogue

The Art of Influencing MGT4108

  • Academic Session: 2026-27
  • School: Adam Smith Business School
  • Credits: 15
  • Level: Level 4 (SCQF level 10)
  • Typically Offered: Semester 1
  • Available to Visiting Students: Yes
  • Collaborative Online International Learning: No
  • Curriculum For Life: No

Short Description

This course will allow students the opportunities to develop the knowledge and skills necessary to successfully influence individuals and groups, in a variety of work and social situations including negotiations, public speaking and job selection processes.

Timetable

10 x 2 hour lectures

Requirements of Entry

University of Glasgow students must have achieved Subject Honours entry requirements as detailed below to enrol on this course. A GPA of 12 (average C3) in the following courses with no course grade below D3, attained at the first attempt:

 

■ MGT2010 - Business Decision Analysis

■ MGT2011 - Fundamentals of Human Resource Management

■ MGT2012 - Service and Operations Management

■ MGT2014 - Entrepreneurship

Excluded Courses

None

Co-requisites

None

Assessment

1. Written assignment, including essay; Individual; 2500 words; 100%; ILOs 1-5.

Course Aims

The primary aim of this course is to allow students the opportunities to develop the knowledge and skills necessary to successfully influence individuals and groups and to critically apply and evaluate them in a variety of work and social situations such as negotiations, public speaking and job selection processes. This course also aims to enable students to enhance their own personal awareness and key interpersonal skills highly transferable into their future careers.

Intended Learning Outcomes of Course

By the end of this course students will be able to:

 

1. Critically reflect on how to manage internal emotional, cognitive, and behavioural states to enhance influencing prospects.

 

2. Apply a range of influencing techniques to practical circumstances and scenarios.

 

3. Analyse social relationships with a rapport building model.

 

4. Evaluate methods for gaining social influence.

 

5. Design a strategy for influencing social situations.

 

Minimum Requirement for Award of Credits

No exceptions