Course for international guest/part time students
- Faculty
- Faculty of Economics
- Organization
- GTK Department of Marketing and Argumentation Theories
- Code
- GTI21AN499EN
- Title
- Persuasion
- Usual semester
- Spring
- Published semester
- 2024/25/2
- ECTS
- 3
- Language
- en
- Learning outcomes
- The course aims at teaching students the basics of persuasion techniques, social influence and conflict management, as well as helping them acquire the relevant skills. It also puts special emphasis on developing the abilities students need during their work on their thesis for providing analysis, organizing their research and interpreting the results. The subject also contributes to the development of knowledge and soft skills important for success in the labour market, e.g. tools aimed at getting requests to their target and improving cooperation, the persuasive aspects of writing business letters, effective conflict resolution techniques from an organizational point of view. Links to Sustainable Development Goals: On successful completion of this course, students should be able to connect topics taught to the SDGs: Ensure inclusive and equitable quality education and promote lifelong learning opportunities for all (SDG 4) Achieve gender equality and empower all women and girls (SDG 5)
- Course content
- Sequential persuasion techniques to support compliance with requests. Their possible combinations and limitations. Framing, its significance and ways of choosing it. Review and correction of unintentionally chosen frames. What can we learn from the details of social influence experiments? Design of primary research and interpretation of results. Persuasion and manipulation. Workplace conflicts and their potential benefits. What options we have. Personal styles of conflict management. Problem solving. The threefold significance of conflicts. How to talk about what happened. Controlling and expressing emotions. How conflicts affect our identity. Problem solving techniques. How to begin. Active, paraphrase and reframing. Assertive communication. How to persuade people? How a cognitive agent subject to influence function and how can they be persuaded. Self and social self). Non-verbal persuasion, metacommunication. Stress in communication and dealing with it. Persuasive messages. The most effective formulations and the ways of asking question. Word order and the significance of language use. Tips for designing persuasive messages.
- Assessment method
- Grades offered during the semester: 60-69% satisfactory, 70-84% good, 85-100% excellent Examination grade: 50-54% pass, 55-69%, satisfactory, 70-84% good, 85-100% excellent The current assessment and evaluation requirements of the ELTE GTK apply, which can be found on the GTK TH website under the student's level of training.
- Bibliography
- Dolinski, Dariusz: Techniques of Social Influence: The Psychology of Gaining Compliance, Routledge, 2016. Douglas Stone, Bruce Patton, Sheila Heen: Difficult Conversations: How to Discuss What Matters Most, Penguin Books, 2000. Zoe Chance: Influence is your superpower, 2022, Random House