ADV 4930 Influence and MMC 6936 Influence Summer 2015 Instructor: Michael Weigold, PhD
[email protected] Meeting times: TBD Course Overview This course addresses the critical concepts and theories of influencing others and yourself. Influence is about change, whether that change is applied to thoughts, feelings, impulses, habits, or beliefs. The challenge for influencers is that people often resist change, both for internal and environmental reasons. They do this even when they wish to change. By understanding how influence works, you will be better able to practice it on others and on yourself. And you will also be aware when others are practicing it on you!
Course objectives After completing this course you will be able to
Identify and suggest applications of “weapons” of mindless influence Describe and suggest applications of strategic influence attempts Explain what a “vital behavior” is and why it is important Detail the two thinking “systems” that people have and how each influences our behavior Discuss why just wanting to change our own behaviors often fails to lead to long-term success Propose a plan for self-influence that can lead to long-term desired behavior change
Required Readings (graduate students only) If you are a graduate student taking this class you should read the following articles (carefully!). Your final paper will need to reference them. These are available free at UF’s library site. Cialdini, Robert B.; Reno, Raymond R.; Kallgren, Carl A. (1990). A focus theory of normative conduct: Recycling the concept of norms to reduce littering in public places. Journal of Personality and Social Psychology, Vol 58(6), Jun 1990, 1015-1026. Baumeister, R.F., et al. (2006). Self-regulation and personality: How interventions increase regulatory success, and how depletion moderates the effects of traits on behavior. Journal of Personality, 74 (6), 1773–1802. Kahneman, Daniel; Klein, Gary (2009). Conditions for intuitive expertise: A failure to disagree. American Psychologist, Vol 64(6), Sep 2009, 515-526.
Optional Texts 1. Robert B. Cialdini (1994). Influence: the psychology of persuasion. New York: Morrow. 2. Michael T. Bosworth, John R. Holland, and Frank Visgatis (2010). CustomerCentric selling. McGraw-Hill. 3. Kelly McGonigal (2012). The willpower instinct. New York: Penguin Group. 4. Kahneman, D. (2011). Thinking, fast and slow. New York: Farrar, Straus and Giroux.
Class Demeanor Mastery in this class requires preparation, passion, and professionalism. Students are expected, within the requirements defined by university policy, to attend class, be on time, and meet all deadlines. Work assigned in advance of class should be completed as directed. Full participation in online and live discussions, group projects, and small group activities is expected. All study abroad classes carry the following penalties: late attendance—half letter grade (B+ to B). Unexcused absence full letter grade (B+ to C+). The penalty is applied to the grade the student earns on all other work. My role as instructor is to identify critical issues related to the course, direct you to and teach relevant information, assign appropriate learning activities, create opportunities for assessing your performance, and communicate the outcomes of such assessments in a timely, informative, and professional way. Feedback is essential for you to have confidence that you have mastered the material and for me to determine that you are meeting all course requirements. At all times it is expected that you will welcome and respond professionally to assessment feedback, that you will treat your fellow students and me with respect, and that you will contribute to the success of the class as best as you can.
Grade components Grades are determined from three sources:
Weekly thought paper assignments (10 points each, 100 points total). Due weekly. Final paper assignment (100 points total). Due following the study abroad program. Participation, engagement, oral contribution quality (25 points each week, 100 points total). Due each class.
Course content Part 1: Two thinking systems and knowing which one to leverage in influence Part 2: Influencing people we don’t know well
Weapons of influence Reciprocation Commitment and consistency Social proof
Liking Authority Scarcity
Part 3: Influencing people we know well
Find vital behaviors Change the way you change minds Make the undesirable desirable Surpass your limits Harness peer pressure Find strength in numbers Design rewards and demand accountability Change the environment Become an influencer
Part 4: Influencing ourselves
What willpower is and why it matters The willpower instinct Too tired to resist License to sin The brain’s big lie What the hell Putting the future on sale Infected! Willpower contagion
Grading: Grading in the class is conducted in accordance with current UF grading policies for assigning grade points. For more information see https://catalog.ufl.edu/ugrad/current/regulations/info/grades.aspx Final Letter Grades, Points, and Percentages Letter Grade A AB+ B BC+ C
Point Minimum Required 279 270 261 249 240 231 219
Percentages 93-100% 90-92.99% 87-89.99% 83-86.99% 80-82.99% 77-79.99% 73-76.99%
CD+ D DE
210 201 189 180
70-72.99% 67-69.99% 63-66.99% 60-62.99% under 60%
Other Information Attendance: Information about exceptions to class attendance and make-up policies can be found in the online catalog at: https://catalog.ufl.edu/ugrad/current/regulations/info/attendance.aspx . Students with Disabilities: Students with disabilities requesting accommodations should first register with the Disability Resource Center (352-3928565, www.dso.ufl.edu/drc/ ) by providing appropriate documentation. Once registered, students will receive an accommodation letter which must be presented to the instructor when requesting accommodation. Students with disabilities should follow this procedure as early as possible in the semester. Course Evaluations: Students are expected to provide feedback on the quality of instruction in this course based on 10 criteria. These evaluations are conducted online at https://evaluations.ufl.edu . Evaluations are typically open during the last two or three weeks of the semester, but students will be given specific times when they are open. Summary results of these assessments are available to students at https://evaluations.ufl.edu. Academic Integrity: All UF students are bound by The Honor Pledge which states, “We, the members of the University of Florida community, pledge to hold ourselves and our peers to the highest standards of honor and integrity by abiding by the Honor Code. On all work submitted for credit by students at the University of Florida, the following pledge is either required or implied: “On my honor, I have neither given nor received unauthorized aid in doing this assignment.” The Honor Code ( http://www.dso.ufl.edu/sccr/process/student-conduct-honor-code/ ) specifies a number of behaviors that are in violation of this code and the possible sanctions. Furthermore, you are obliged to report any condition that facilitates academic misconduct to appropriate personnel. If you have any questions or concerns, please consult with the instructor. Please be aware that the University of Florida is concerned about your welfare. Should you ever decide you would benefit from them, the phone number and contact site for university counseling services and mental health services: 392-1575, http://www.counseling.ufl.edu/cwc/Default.aspx
