Beyond Authority: The Principles of Persuasion and Influence

[60 min 25 sec] – Dana Carney, Assistant Professor, Management of Organizations Group, Haas School of Business

The ability to influence others is critical to one’s effectiveness. Leading change, obtaining support, and implementing new ideas all require the ability to direct and shape others’ behavior. In fact, as many companies move to “flatter” and more complex organizational structures, the ability to persuade and influence others has become more important than ever. Professor Carney discusses the Six Universal Principles of Influence – what they are, the psychological processes that underlie them, and how they can be used in any organizational setting.

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