Inviting “Lincoln” into the Classroom to Teach Power, Influence, and Negotiation

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The movie Lincoln portrays President Lincoln’s efforts to pass the 13th Amendment in the House of Representatives. This film is an effective tool for teaching about power, influence, and negotiation. The movie highlights effective persuasion techniques, including delay tactics, agreement in small pieces, guilt, power struggles, and freedom of choice. This session shows short clips from the movie and includes discussion of the organizational behavior principles and practices involved.

Author(s):

Kristen Bell DeTienne    
Brigham Young University
United States

Jennifer Willis    
Brigham Young University
United States