Purpose This exercise is designed to help students apply influence tactics to real situations, in this case influencing people above them in the hierarchy.

Instructions You are to identify specific strategies to influence people above you in the organizational hierarchy. Your team should consider each of the various influence tactics to determine specific practices that might change the attitudes and behavior of their bosses. During your team discussion, you should determine which influence tactics are most and least appropriate for managing your bosses. Each team should also consider relevant concepts from other chapters, such as perceptions, emotions and attitudes, and motivation.