Webster Industrial Case a - Persuasion & Influence

Webster Industrial Case A - Persuasion & Influence

Knowing my position will be terminated, but the decision isn’t finalized yet, and in hope to keep my job and career in the company, I would focus my efforts to retain my position in two areas. The first, demonstrating ways in which my production manager position is important to the company. The second, showing my commitment to Webster Industrial continued and long-term success. My plan to influence management not to terminate me consists of ideas drawn from Robert B. Cialdini’s research paper about harnessing the science of persuasion, which suggest there are six basic laws of winning friends and influencing people; it will be based on two of them sacristy and consistency1.

The furniture division is accountable for 30% of profit to Webster Industrial, a significant portion of profit, and there is one manager for each Greensboro and Chattanooga plants. I will work to convince management that one person will not be sufficient to effectively manage the two plants efficiently. Additionally, my deep knowledge of the intricate inner workings of the plant is important to its continued success. I had been working in this plant for while I know the most effective means of getting the work done, where I can spot opportunities for change or innovation that could increase profitability because I know what has or has not worked well in the past. Also, my understanding of the factory workers’ personalities and my well-established amicable relationships with them are important to maintaining an efficient work flow and high moral, particularly during times of uncertainty. If I were to be terminated, there would be a gap in leadership which would affect the furnishing division’s profitability.

After I persuade management about the sacristy of my knowledge and the asset my personality in running the plant, I will then use another technique to ensure I am persuasive in deterring them from laying me off. I will demonstrate to them my commitment to the company by offering to take a temporary salary reduction until the company makes it through it’s current rough times. Also, I will mention I am willing to work longer hours to ensure the success of work.

By persuading management that I would accept a reduction in salary I demonstrate my commitment to the company as a whole, as well as to my division and to other employees. Also, by convincing leadership my position and knowledge are important to the profitability of the furniture division I hope to make the case that revenue will be adversely affected by terminating me. These two tactics might be able to move them away from their current plan to influence my layoff as an immediate approach to take as a solution to the company’s challenges.

Harnessing the science of persuasion by Robert B. Cialdini

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