1. Do you think that Rhett is Machiavellian and a narcissist? Why or why not?

2. Assuming that Rhett is Machiavellian and a narcissist, what is the most effective way to minimize the negative effect he can have on other employees?

3. How has the organization’s culture contributed to the toxic subculture that seems to be developing in the sales department? What can management do to foster an organizational culture that is supportive of all employees, positive, and high performing?

This case centres around the disruptive behaviour of a high-performing sales representative whose personality and behaviour seems to have a negative effect on those around him, but not on the results he achieves consistently. Rhett is an outside or field sales representative who has been with the company

for a relatively long time and so is familiar with the company, its products, customers and sales strategies.

Others on the sales team rely on him for advice. Even management listens to him and does what he says. Rhett has natural charisma and is charming, bold and highly self-confident but his behaviour borders on narcissism. He is sociable and seems to be a ringleader of a group of sales representatives who socialize together after work. It appears that if one is not in Rhett’s social circle, his treatment of these “outsiders” borders on Machiavellianism. He is not beyond delegating work to others and if the project goes well, he takes the credit, and when it goes badly he blames others publicly. Rhett’s personality and behaviour is having an impact on the company and creating an unhealthy work environment.