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  • February 2010
  • Module Note

Strategies of Influence

By: Deepak Malhotra
  • Format:Print
  • | Pages:27
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Abstract

Strategies of Influence (SOI) is a stand-alone session that teaches students about the psychology of persuasion. Students are presented a series of mini-case vignettes, each of which illustrates a specific strategy that negotiators can use to make their ideas, offers, proposals, and requests more compelling—i.e., more likely to elicit a “yes” rather than a “no”. The session is designed as an efficient method for discussing psychological influence, and is easy to incorporate into almost any course: it can be lengthened or shortened to fit most reasonable time constraints (from as little as ~30 minutes to 90+ minutes). The session involves extensive student participation, but requires no advance preparation on the part of students.

Keywords

Leadership; Management Teams; Negotiation; Groups and Teams; Power and Influence; Strategy

Citation

Malhotra, Deepak. "Strategies of Influence." Harvard Business School Module Note 910-039, February 2010.
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About The Author

Deepak Malhotra

Negotiation, Organizations & Markets
→More Publications

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More from the Author
  • Rocket Science By: Joshua Schwartzstein and Deepak Malhotra
  • Negotiating Peace in Colombia By: Deepak Malhotra and Cody Smith
  • Project Restart: Deciding the Future of English Football By: Nour Kteily and Deepak Malhotra
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