Influencing one's Superior: An Assessment & Exercise


  • John W. Newstrom


Upward influence - the process of managing one's boss - has become a legitimate management concept. Developmentalstage instruments are offered here for assessing request selfreported skills, perceived payoff, willingness, likelihood of success ethicality, and boss's negativity, as well as the individual's differential willingness to engage in each of 20 influence behaviors. A class assignment provided students with the opportunity to choose to apply selected behaviors, and assess their success. Illustrations of the class's strategies are provided, as well as subjective observations on its success and suggestions regarding future use.