MS1-Influencing people 2300-NZ2-MS2-PO-WYW
The course is intended to prepare students for an conscious response to manipulation and use of ethical perversion as a tool of influence.
The following topics will be discussed:
• basic concepts: persuasion and manipulation, cognitive and emotional component of influence;
• basic rules of influence: reciprocity, commitment and consistency, social proof equity, liking and affection, authority, unavailability.
The workshop part will help to develop social skills for diagnosing persuasive activities and dealing with people that use manipulative techniques.
Type of course
- student lists and describes the basic concepts of influence;
- student describes principles of persuasion: reciprocity, scarcity, liking, authority, social proof and commitment/consistency.
- student distinguishes persuasion from manipulation;
- Student diagnosed influence techniques and fallacies;
- student indicates the elements of the communication process that affect the consumer;
- Student behavior manifests evidence of dealing with adversaries that use manipulative techniques.
presence control, continuous assessment, lecture, final test.
• Cialdini R.B., Wywieranie wpływu na ludzi, GWP, Gdańsk 2002
• Dent F.E., Brent M., Wywieranie wpływu. Umiejętności i techniki przydatne do osiągnięcia sukcesu w biznesie, Wyd. Uniwersytetu Jagiellońskiego, Kraków 2009.
• E. Goffman, Człowiek w teatrze życia codziennego, Wydawnictwo KR, Warszawa 2000.
• E. Aronson, Człowiek - istota społeczna, Wydawnictwo Naukowe PWN, 2012
Information on level of this course, year of study and semester when the course unit is delivered, types and amount of class hours - can be found in course structure diagrams of apropriate study programmes. This course is related to the following study programmes:
Additional information (registration calendar, class conductors, localization and schedules of classes), might be available in the USOSweb system: