Influencing Decisions

Your response to each Case Study should be approx. 2 pages per case
Entire assignment for all 4-Cases and Questions must be 8 pages total plus a title and reference page
CASE STUDY: Influencing Decisions P. 445
CASE STUDY: The Morning Star’s Lattice Structure P. 481
CASE STUDY: Building a Culture for Inclusion at Microsoft P. 503
CASE STUDY: Flexibility at KPMG P. 532

Influencing Decisions

Spearheading change is all about changing how others perceive your ideas. Change advocates employ various methods of influence, such as pressure consulting, inspirational appeals personal appeals, as well as assertiveness. Certain of these tactics are less effective, but others are extremely efficient. For example, pressure is least effective, while rational persuasion is among the most efficient (Griffin and colleagues. 2016,). The three participants in the study utilized various strategies to pitch their ideas to the manager. Jose employed the personal appeal technique to convince the manager to adopt of his concept. Jose declared, “You are a great leader, and you have always made the right decisions for your staff.” To this regard, Jose appealed to the manager’s emotions by thanking his achievements.

 The employee addressed the manager personally by asking the manager to select the best option and that it should be his own idea. Personal appeals are more about soliciting favors for personal gain (Griffin and others. 2016,). In this way, Jose praised the manager and in turn, pushed him to accept his plan. Kira used the spirit of inspiration to seek the acceptance of her idea. The participant used the ethos influence method through a plea to the ethics of commitment and adhering to the words of one’s mouth. Kira challenged the manager to, “You always say we should strive for excellence.” (Griffin and others. 2016,). In this instance, Kira maintained that he is setting higher goals and claimed that his plan would increase productivity of the business. Kira encouraged the manager creating a sense of hope that his plan will transform the business for the better.

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