MS2-Influencing people 2300-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;
• basics of rhetoric (verbal communication, gestures, body posture, facial expressions, proxemics, eye contact, appearance);
• mistakes in reasoning (fallacies).
Type of course
Learning outcomes
Knowledge:
- student lists and describes the basic concepts of influence;
- student describes principles of persuasion: reciprocity, scarcity, liking, authority, social proof and commitment/consistency.
Skills:
- student distinguishes persuasion from manipulation;
- Student diagnosed influence techniques and fallacies;
- student indicates the elements of the communication process that affect the consumer;
Social competence:
- Student behavior manifests evidence of dealing with adversaries that use manipulative techniques.
Assessment criteria
presence control, continuous assessment, lecture
Bibliography
• 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
Additional information
Additional information (registration calendar, class conductors, localization and schedules of classes), might be available in the USOSweb system: