MG105 - Organisational Behaviour and Leadership (MG015)
Summary
Summary LSE MG105 Week 7-9 Reading Summaries
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Course
MG105 - Organisational Behaviour and Leadership (MG015)
Institution
London School Of Economics (LSE)
WEEK 7
READING 1:
Get the Boss to Buy In
READING 2: Power, approach, and inhibition.
WEEK 8
READING 1:
The Authenticity Paradox
READING 2: The role of the situation in leadership.
WEEK 9
READING 1: Understanding Managerial Development: Integrating Developmental Assignments, Learn...
MG105 - Organisational Behaviour and Leadership (MG015)
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WEEK 7
READING 1:
Get the Boss to Buy In
1. WHO were the authors of this article (last names only)
and what year was it published?
- Ashford and Detert (2015)
2. WHAT is the purpose of this reading and its main
conclusions?
- Purpose of the reading:
o Discuss seven tactics that are successful to gain
buy-in/persuade other people => Test the effectiveness if
seven influence tactics
Tailor your pitch
Frame the issue
Manage emotions on both sides
Get the Timing right
Involve others
Adhere to norms
Suggest solutions
o Middle managers who want to sell their ideas to senior
management should use multiple tactics, not just one tactic
- Conclusions
o Issue sellers who accomplish their goals look for the best
ways, venues, and times to voice their ideas and concerns,
using rhetorical skill, political sensitivity, and interpersonal
connections to move the right leaders to action.
3. HOW did the authors reach these conclusions? (i.e., the
methods they used)
- Regression analysis
- Carried out surveys to gather data
- Surveyed 77 men and 24 women and interviewed 10 of them
about their experience with “issue selling”
4. WHY do these conclusions matter? (i.e., for our
understanding of organisational behaviour or leadership)
- Understanding how to improve the ability to persuade others
through seven tactics mentioned in the paper can help managers
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