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A Teaching Topic in Leadership


This teaching topic deals with the art and practice of persuading others to support, or acquiese to, a particular course of action.

Recommended Reading (Harvard MLD-101B)

Cialdini, R. B. (2001). Harnessing the Science of Persuasion. Harvard Business Review, 79(9), 72-79.

Small, D., Loewenstein, G., & Slovic P. (2007). Sympathy and callousness: The impact of deliberative thought on donations to identifiable and statistical victims. Organizational Behavior and Human Decision Processes, 102, 143-153.

Skitka, L. J., & Tetlock, P. E. (1993). Providing public assistance: Cognitive and motivational processes underlying liberal and conservative policy preferences. Journal of Personality and Social Psychology, 65, 1205 - 1223.

Goldstein, N. J., Martin, S. J., & Cialdini, R. B. (2008). Yes! : 50 scientifically proven ways to be persuasive. New York: Free Press.

Source: MLD-101B Syllabus from (accessed 23 January 2013)

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