4.8PowerandPoliticsDay2studentversion

4.8PowerandPoliticsDay2studentversion - Power and Politics...

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Power and Politics Day Two Prof. Randel
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Issue Selling Attempts to influence high-level  managers to pay attention to particular  issues – “managing up”
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Why Issue Selling is Important Flatter organizations need/want  involvement from people at lower levels Top managers experience information  overload---what issues should they pay  attention to? An important skill that can make/break  your career
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People Make the Choice to Sell  Issues in Organizations When… They perceive that management will  listen and be supportive The organization is changing
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But they won’t make that  choice when: The organization’s culture is a  CONFLICT-AVOIDING culture Politics are complex People are afraid to damage their  reputations
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How to Issue Sell:  Tactical Choices 1. bundling : Connecting the issue to  another issue vs. selling the issue as  an isolated concern
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This note was uploaded on 06/15/2008 for the course MGT 350 taught by Professor Randel during the Spring '08 term at San Diego State.

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4.8PowerandPoliticsDay2studentversion - Power and Politics...

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