The Influence of Character: The Role of Character, Values, and Ethics in Negotiation and Persuasion

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Date Developed: 12/17/2015. Source: GovLoop. Presenter(s): Jack London. Type: Video Lecture. Level: Introductory. Length: 35 minutes.


Character at work and life is vital to success. A reputation for strong character and values helps you succeed in influencing and negotiating. It is difficult to imagine long-term influence without character. Trust and integrity make a person more persuasive in the long-term than false promises and self-serving tactics. This course is led by bestselling author of “Character: The Ultimate Success Factor,” Dr. Jack London, Chairman of the Consolidated Analysis Center, Incorporated (CACI). The course comprises an overview, 4 lessons, and a post-course survey.

Learning Objectives

• What is meant by the term character?

• Why is character still of primary importance for successful, sustainable nations and organizations?

• How does character apply to better negotiating?

• The intersection of character, trust, ethics, and leadership.

This project is supported by the Health Resources and Services Administration (HRSA) of the U.S. Department of Health and Human Services (HHS) under grant number UE8MC25742; MCH Navigator for $180,000/year. This information or content and conclusions are those of the author and should not be construed as the official position or policy of, nor should any endorsements be inferred by HRSA, HHS or the U.S. Government.