This course is designed to get students to the next level in their careers. The assumption is that their careers have peaked at the point where their technical expertise and IQ can take them; their future success requires getting the ordinary people around them to do extraordinary things. Students will take away practical tools for improving their ability in influencing, negotiating and leading changes in their organizations. Emphasis is on the practical. Many of the principles are demonstrated using classroom experiments. The final project requires students to apply course concepts to an ongoing challenge in their current work environment.

Paul Ingram

Kravis Professor of Business

Paul Ingram is the Kravis Professor Business at the Columbia Business School, and Faculty Director of the Columbia Advanced Management Program, Columbia’s flagship residential program for senior executives from around the globe.  His PhD is from Cornell University, and he was on the faculty of Carnegie Mellon University before coming to Columbia.  He has held visiting professorships at Tel Aviv...

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