The ability to influence others is one of the defining characteristics of successful leaders, entrepreneurs, executives, and negotiators. In business, power is not simply a function of formal authority—it is the ability to shape decisions, mobilize people, build alliances, gain trust, create momentum, and inspire action. The most effective leaders understand the psychology of influence, communicate persuasively, manage perceptions strategically, and build credibility that encourages voluntary commitment rather than forced compliance.
Power, Influence & Persuasion is a practical, executive-oriented course designed to equip Junior MBA students with the interpersonal and strategic skills necessary to influence individuals, teams, organizations, customers, investors, and stakeholders ethically and effectively. Rather than focusing on manipulation or theoretical psychology, the course emphasizes practical leadership influence, executive communication, negotiation psychology, organizational dynamics, reputation management, coalition building, trust creation, and persuasive decision-making.
Students will explore sources of power, executive presence, influence strategies, behavioral psychology, persuasion techniques, storytelling, negotiation dynamics, organizational politics, stakeholder management, social proof, authority building, ethical influence, and leadership credibility. Throughout the course, emphasis is placed on practical business application, preparing future leaders to create positive organizational impact through authentic influence and strategic communication.
Course Objectives
By the conclusion of this course, students will be able to:
• Understand the sources and dynamics of power within organizations.
• Build personal credibility and executive influence without relying solely on formal authority.
• Apply ethical persuasion techniques to leadership, negotiation, and communication.
• Develop executive presence that inspires confidence and trust.
• Influence stakeholders through strategic relationship building.
• Recognize psychological principles that shape decision-making and behavior.
• Build coalitions and strategic alliances that support organizational objectives.
• Communicate ideas persuasively across diverse audiences.
• Navigate organizational politics professionally and ethically.
• Lead organizations through influence, trust, and credibility rather than positional power alone.
