Topic module

Influence and Behaviour

L5M15 learning outcome 3: understand methods and behavioural factors that can influence others.

Long-form learning

Concept to Risk to Memory to Check-up

Complete the five mandatory modules, choose three of the six electives and prepare separately for constructed- and objective-response assessment.

Core concepts

Concept 1

Networks, reciprocity, credibility, expertise and coalitions create different sources of influence.

Exam cue: Diagnose the stakeholder and source of influence before choosing a method.

Concept 2

Attitude, perception, emotion, communication style and non-verbal behaviour affect response.

Exam cue: Observe behaviour and verify interpretation rather than assuming intent.

Concept 3

Influence should be adapted to stakeholder interest, power, culture and ethical limits.

Risk pitfalls and guardrails

Using one persuasion style for stakeholders with different interests and power.

Guardrail: Do not select a familiar term by recognition alone; test its context, evidence, authority and organisational consequence.

Reading body language as conclusive evidence without context.

Guardrail: Do not select a familiar term by recognition alone; test its context, evidence, authority and organisational consequence.

Memory anchors

Influence sources

Authority, expertise, evidence, relationship and coalition.

Behaviour scan

Words, tone, pace, posture and response.

Adaptation test

Interest, power, culture, channel and ethics.

Trust network

Build credibility through consistent evidence and reciprocal value.

Checkpoint rule

Do the check-up only after you can summarize each concept in one sentence and identify one dangerous pitfall from memory.

Knowledge Check (after reading)

Short check-up to confirm understanding of this module.

1-2 question checkpoint

How can a stakeholder network improve negotiation influence?

What is ethical reciprocity in negotiation?

Answer all questions to submit.

Next step personalized recommendations

Move forward only after this module is stable.

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