Human Relations in Organizations: Applications and Skill Building 8th Edition by Robert Lussier

Exercise 5

Below are three situations. For each situation, select the most appropriate influencing tactic(s) to use. Write the tactics on the lines following the situations. At this time, don't write out how you would behave (what you would say and do).
1. You are doing a college internship, which is going well. You would like to become a full-time employee a few weeks after you graduate.
Which influencing tactic(s) would you use?
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Who would you try to influence? How would you do so (behavior)?
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2. You have been working for six months. As you are approaching the elevator, you see a powerful person, one who could potentially help you advance in your career, waiting for the elevator. You have never met her, but you do know that her committee has recently completed a new five-year strategic plan for the company and that she plays tennis and is active in the same religious organization as you. Although you have only a couple of minutes, you decide to try to develop a connection.
Which influencing tactic(s) would you use?
_________________________________________________
How would you strike up a conversation? What topic(s) would you raise?
_________________________________________________
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3. You are the manager of the production department. Some of the sales staff has been scheduling delivery dates for your product that your department can't meet. Customers are blaming you for late delivery. This situation is not good for the company, so you decide to talk to the sales staff manager about it over lunch.
Which influencing tactic(s) would you use?
_________________________________________________
How would you handle the situation (behavior)?
_________________________________________________
_________________________________________________
Select one situation that seems real to you, that is, one you can imagine yourself in. Or write in a real-life situation that you can quickly explain to a small group. Now, briefly write out the behavior (what you would do and say) that you would use in the situation to influence the person to do what you want.
Situation # ______________ or my situation:
_________________________________________________
_________________________________________________
Influencing tactic(s) to use:
_________________________________________________
Behavior:
_________________________________________________
_________________________________________________
_________________________________________________
_________________________________________________
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Objective: To develop your persuasion skills by using influencing tactics.
AACSB: The primary AACSB learning standard skills developed through this exercise are analytic skills, leadership, and strategic management.
Preparation: You should understand the five influencing tactics and have completed the preparation.
Experience: You will discuss which influencing tactics are most appropriate for the preparation situations. You may also be given the opportunity to role-play how you would handle the one situation you selected; you will also play the role of the person to be influenced and the observer.
During the three role plays, you will be the influencer, influence, and observer. In preparation, determine who will be the first to role-play the selected situation, who will play the role of the person being influenced, and who will be the observer. Do the same for each of the other two role plays, giving each person a chance to play all three roles.
The influencer role-plays influencing the influencee while the observer takes notes on what was done well and how the influencing could be improved. After the role play, both the influencee and observer give the influencer feedback for future improvement. Do not start the next role play until told to do so.
The second influencer role-plays influencing the influencee while the observer takes notes on what was done well and how the influencing could be improved. After the role play, both the influencee and observer give the influencer feedback for future improvement. Do not start the next role play until told to do so.
The third influencer role-plays influencing the influencee while the observer takes notes on what was done well and how the influencing could be improved. After the role play, both the influencee and observer give the influencer feedback for future improvement.
Conclusion: The instructor may lead a class discussion and/or make concluding remarks.
Application (2-4 minutes): What did I learn from this exercise? How will I use this knowledge in the future?
Sharing: Volunteers give their answers to the application section.