MS2-Influencing people

General data

Course ID:	2300-MS2-PO-WYW
Erasmus code / ISCED:	05.9 Kod klasyfikacyjny przedmiotu składa się z trzech do pięciu cyfr, przy czym trzy pierwsze oznaczają klasyfikację dziedziny wg. Listy kodów dziedzin obowiązującej w programie Socrates/Erasmus, czwarta (dotąd na ogół 0) – ewentualne uszczegółowienie informacji o dyscyplinie, piąta – stopień zaawansowania przedmiotu ustalony na podstawie roku studiów, dla którego przedmiot jest przeznaczony. / (0119) Education, not elsewhere classified The ISCED (International Standard Classification of Education) code has been designed by UNESCO.
Course title:	MS2-Influencing people
Name in Polish:	MS2 - Wywieranie wpływu na ludzi
Organizational unit:	Faculty of Education
Course groups:
ECTS credit allocation (and other scores):	(not available) Basic information on ECTS credits allocation principles: the annual hourly workload of the student’s work required to achieve the expected learning outcomes for a given stage is 1500-1800h, corresponding to 60 ECTS; the student’s weekly hourly workload is 45 h; 1 ECTS point corresponds to 25-30 hours of student work needed to achieve the assumed learning outcomes; weekly student workload necessary to achieve the assumed learning outcomes allows to obtain 1.5 ECTS; work required to pass the course, which has been assigned 3 ECTS, constitutes 10% of the semester student load.
Language:	Polish
Type of course:	obligatory courses
Short description:	The aim of the course is to gain basic knowledge of influence and skills to diagnose persuasion actions and deal with people that use manipulation techniques.
Full description:	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).
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
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 methods and assessment criteria:	presence control, continuous assessment, lecture

This course is not currently offered.

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Copyright by University of Warsaw.