Purpose: We look at human motivation and the art of persuasion and apply these to the goal of promoting change and innovation in a system. The question is: How can we, as leaders, produce compelling narratives to build vision and energy for important changes that are needed in our organizations?

Objectives: By the end of the unit, students will be able to: ● Synthesize basic principles for an appealing and effective proposal or pitch. ● Design and practice a pitch that exhibits these principles and is geared to recommend a solution or innovation connected to your problem.

Required Readings and Viewings: Berkun, S. (2010). How to pitch an idea. In The myths of innovation (Chapter 13). Sebastopol, CA: O’Reilly Media.

Videos: “Guest Innovators on Challenging the Status Quo”
Brookhouser, K. (2016). The elevator pitch. [3:32] Available at https://www.lynda.com/Higher- Education-tutorials/elevator-pitch/417096/476793-4.html (As a USC student, you have free access to lynda.com and you can access this video if you are logged into your USC account.) Ciadalni, R., & Martin, S. [influenceatwork]. (2012, November 26). Secrets from the science of persuasion [11:50]. Available at https://www.youtube.com/watch?v=cFdCzN7RYbw Pink, D. [The RSA]. (2010, April 1). Drive: The surprising truth about what motivates us [RSA (Royal Society for the encouragement of Arts, Manufactures and Commerce) Animate talk 10:47]. Available at https://www.youtube.com/watch?v=u6XAPnuFjJc Robinson, K. (2013, April). How to escape education’s Death Valley [TED Talks Education TED Talk 19:11]. Available at http://www.ted.com/talks/ken_robinson_how_to_escape_education_s_death_valley.htm l Sinek, S. (2009, September). How great leaders inspire action [TEDxPugetSound talk 18:04]. Available at http://www.ted.com/talks/simon_sinek_how_great_leaders_inspire_action.html

Tasks: Watch the video “Guest Innovators on Challenging the Status Quo.” Complete Required Readings and Viewings prior to class. Bring drafts of your Discovery Task II assignment to discuss, review, and edit in class. Revise and upload your Discovery. Task: II assignment within 2 days after class. Practice your pitch during class and exchange commentary with peers. Attend your live class session at the scheduled time