Communicating For Effect: Speaking And Writing To Influence Outcomes

Throughout our lives, in every role we play, persuasion plays a critical part. In the fields of sales and marketing, the connection is obvious, but when we apply to schools and interview for jobs our ability to frame our capabilities comes into play. The work of trial lawyers may clearly require the ability to influence judges and juries, but teachers, engineers, managers – people in every line of work – at some point need to convince others of a different way of thinking. Even in our personal lives, there are times when we want to change others’ minds.

In this course, students will – through reading, lecture, discussion, exercises, and activities -- learn the art, science and practical techniques used by the most successful marketers and salespeople. Over the course of the term, we will cover broad themes that inform all communication (e.g., motivators, language, storytelling, etc.), as well as best practices specific to each approach (written communication, phone, meetings, speeches, et al).