Reflection Paper
Part 1: Influence Scenarios
Scenario 1: The Product Manager wants to assign a new task to a specific subordinate who has the skills to do it well. The task is to conduct a study on ways to improve customer service, and it is important for the Product Manager to get this information. The subordinate is reluctant to do the task because it is only distantly related to his job, and the other job responsibilities are already overwhelming. What should the manager say to influence the subordinate to carry out the task in an effective way?
In this scenario, the Product manager can use inspirational appeals and exchange to persuade the target to act. Starting with inspirational appeal, the manager will explain why the subordinate is the most appropriate person to do this job and how his completing it well will help further the goals of the company. The manager will elaborate on the values and ideals of the company and convince the target that in undertaking the task, he would be living up to these values and ideals. He would then follow it with an exchange where he would offer to find someone who can take off some of the other workload, or negotiate for a longer deadline for the rest of the work.
Scenario 2: The Research and Development Manager is trying to complete a project to develop a new type of diagnostic instrument for medical laboratories. This project is important, because the new instrument could be a major source of future profits for the company. To keep the project on schedule, the R & D Manager needs the Information Services department to prepare a report earlier than initially expected. The R & D manager has no direct authority over the IS Manager. What should the R & D Manager say to influence the IS Manager to complete the report quickly?
Here, since the manager is not in charge of this section, he should use exchange to motivate the worker to act. The manager should offer the worker some form of incentive such as a bonus or pay for extra hours put in. This will make the individual to try and complete the task earlier than the time initially allocated. He can also employ personal appeals to convince the individual to undertake the task as a personal favor since the R & D Manager has no authority in that section.
Scenario 3: The Production Manager has an innovative idea for a change in procedures to reduce costs and increase profits, but implementation of the idea would involve a purchasing some new equipment as well as hiring and training two operators. To make the change requires the approval of the immediate boss, the Production Vice President, who is usually reluctant to make risky decisions. What should the manager say to influence the Production VP to approve the proposed change?
Works Cited
