MS1-Influencing people

General data

Course ID:	2300-NZ2-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:	MS1-Influencing people
Name in Polish:	MS1-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
Mode:	Classroom
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. The workshop part will help to develop social skills for diagnosing persuasive activities and dealing with people that use manipulative techniques.
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, final test.

This course is not currently offered.

Course descriptions are protected by copyright.
Copyright by University of Warsaw.