Case Study: Norton Manufacturing
Read the “Norton Manufacturing” case on page 194 in your textbook ( Organizational Behavior, by Neubert, Second Edition – ISBN: 9781119702856). After you have read it, please answer the following questions. Be sure to number your responses in your submission.
1. Describe the characteristics of the relationships in this case.
2. Which influence tactics might be most useful in Rick’s negotiating with Carl and which ones in negotiating with Ken?
3. Beyond these influence tactics, what are some actions that Rick should take to gain the trust of Carl and Ken? What are some actions that he shouldn’t take?
Podcast: How to Trust People You Don’t Like
Listen to the podcast “How to Trust People You Don’t Like” (you can find it below or in Apple podcasts on your phone – WorkLife with Adam Grant, Season 1). After you’ve listened to the podcast, reflect on what you learned, how it applies to the Chapter 8 content we’ve discussed this week, and how you can take what you’ve learned here and use it in your own life and future career.
Your response should be at least 350 words.