Case Assignment

For this assignment, take a close look at the required readings from the background materials including Cialdini (2001), McIntosh, et al. (2008), and Gorman (2009) as well as the Pearson tutorials. Pay close attention to what you perceive as the usefulness of the readings and how convincing you think each of the authors are. When you have finished carefully reading these articles, write a 4- to 5-page paper addressing the following issues:

Assignment Expectations

Module 4 – SLP

Persuasion

Now that the session is nearing the end and you’ve read and written a great deal about the use of power and politics, it is a good time to assess yourself on what you’ve learned and what you may need to think and improve upon in your future career. Fortunately leading academics have developed a survey to help you assess your knowledge and skills in organizational power and politics. It is very important to be as honest as you can, and answer the questions as you normally act, not as you wish you would!

Complete the assessment at the following website: http://www.kellogg.northwestern.edu/faculty/uzzi/ftp/page292.html

Analysis

Comparison Data

The maximum possible score is 180. Maximums on sub-area scales are provided below. Compare your score to a norm group consisting of 500 business school students. In comparison to the norm group, if you scored

Maximum possible scores

SLP Assignment

Prepare a 2- to 3-page paper and discuss:

SLP Assignment Expectations

Module 4 – Background

Persuasion

Required Material

To introduce yourself to the topic of this module, take a look at the following video and short article by a leading expert in the area of persuasion Dr. Robert Cialdini:

Cialdini, R. B., & Martin, S. (2012). Science of persuasion. Influence at Work. Retrieved from https://www.youtube.com/watch?v=cFdCzN7RYbw

Cialdini, R. B. (2001). Harnessing the science of persuasion. Harvard Business Review, 79(9), 72-79. [EbscoHost]

Now that a look at this more detailed reading to expand your knowledge of persuasion:

McIntosh, P., Davis, J. H., & Luecke, R.,(2008). Chapter 9: When you aim to persuade. Interpersonal communication skills in the workplace. New York: AMA Self-Study. [EBSCO eBook Business Collection]

Finally, read these very practical guides to persuasive writing and these two interactive tutorials. These guides will be of great assistance to you in preparing for your Case Assignment:

Gorman, T. (2007). Chapter 9: Writing to persuade. Persuasion: Command Attention – Hold Their Interest – Get What You Want. Avon, Mass: F+W Media. [EBSCO eBook Business Collection].

Developing persuasive business messages. (2014). Pearson Learning Solutions. New York, NY.

Three-step process for writing persuasive messages. (2014). Pearson Learning Solutions. New York, NY.

SLP Reading

Gaining Power and Influence: Pre-assessment questionnaire. Retrieved from http://www.kellogg.northwestern.edu/faculty/uzzi/ftp/page292.html

Optional Reading

Conger, J. A. (1998). The necessary art of persuasion. Harvard Business Review, 76(3), 84-95. [Business Source Complete]

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