Imagine that you are a manager responsible for choosing which new project to support. Your budget is limited, and you can support only one new project. You must make a decision by tomorrow morning. Your staff just finished presenting their ideas to you, and you are finding it difficult to choose. Each project has merit, and you feel that they all have an equal chance of success. As the meeting comes to a close, your team members each make a last-minute appeal to win your support.
• Jose: ‘You are a great leader and have always made great decisions for the team. I’m sure you’ll choose the best one this time, too!’
• Kira: ‘You’ve always said we should aim high. I think my idea will help our company reach new markets and raise us to the next level.’
• Jing: ‘I think my idea has the highest chance for a good return on our investment with the least risk. My market research is solid, and I think my idea is our best choice.’
• Jamie: ‘I talked to the folks in marketing and they said that we were really onto something with my idea. I think they really support this project and hope you choose it.’
Questions
1. What influence tactics did each staff member use?
2. Which influence tactic do you think would best persuade you to choose that person’s idea? Why?
3. Which influence tactic do you think would be least effective in persuading you to choose that person’s idea? Why?