The Art of Influencing

The Art of Influencing

Year: Course not being offered in 2018-2019
Course code: MGT4024
Course credits: 30
Taught: Semesters 1 and 2
Course co-ordinator: Sarah Robinson 
Entry requirements: Normally admission to an honours programme in Business & Management
Available to visiting students: Yes 
Contact for more information: Business Undergraduate mailbox

Course 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.

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 enables students to enhance their own personal awareness and key interpersonal skills highly transferable into their future careers.

Intended Learning Outcomes

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

  1. Summarize, critically evaluate and apply the theory, principals and practices of influencing, leadership and power.
  2. Explain in a critical fashion how to differentiate between personality types and how to critically use this knowledge to develop influencing strategies.
  3. Assess people’s needs and argue how these can be harnessed to improve their influencing skills.
  4. Describe, apply and critically analyse the principles of giving and receiving constructive feedback and reflexive learning.
  5. Exercise critical judgement in comparing different influencing concepts in order to design strategies appropriate to context and personal preference.
  6. Evaluate their own bases of influence and recognise how to select course concepts in order to grow and develop them.
  7. Demonstrate the ability to influence people through assertiveness, public speaking and written communication and have the skills to criticize, evaluate and continuously improve their performance.

Learning and teaching methods

Lectures: 2hrs x 10 weeks

Please refer to MyCampus for timetable.

Course texts

TBC

Assessments

Practice Report (25%)
Degree exam (April/May) (75%)