Interpersonal Influences

Assume that upper-level management resolves the conflict in your favor. In order to complete the original work requirements you will need support from this department manager's organization. Unfortunately, you are not sure as to which type of interpersonal influence to use. Although you are considered as an expert in your field, you fear that this manager's functional employees may have a strong allegiance to the department manager and may not want to adhere to your requests. Which of the following interpersonal influence styles would be best under the given set of conditions?

A. You threaten the employees with penalty power by telling them that you will turn in a bad performance report to their department manager.

B. You can use reward power and promise the employees a good evaluation, possible promotion, and increased responsibilities on your next project.

C. You can continue your technique of trying to convince the functional personnel to do your bidding because you are the expert in the field.

D. You can try to motivate the employees to do a good job by convincing them that the work is challenging.

E. You can make sure that they understand that your authority has been delegated to you by the vice president and general manager and that they must do what you say.

F. You can try to build up friendships and off-work relationships with these people and rely on referent power.

Record your personal and group choices on line 6 of the worksheet. Allow ten minutes for completion of this part.

The solution to this exercise appears in Appendix A.

Project Management Made Easy

Project Management Made Easy

What you need to know about… Project Management Made Easy! Project management consists of more than just a large building project and can encompass small projects as well. No matter what the size of your project, you need to have some sort of project management. How you manage your project has everything to do with its outcome.

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