Persuasion as a strategy for managing up.
Managing up and the effective use of persuasion are described. Managing up involves the use of relationships built on respect, understanding, and effective communication. Persuasion is an important strategy for managing up; its elements include establishing credibility, framing goals on common ground, vividly reinforcing your position, and connecting emotionally. Persuasive strategies that should be avoided include using hard-sell tactics, refusing to compromise, relying on strong arguments alone, surprising the boss in front of others, and assuming that persuasion is a one-shot effort. The use of supporting data helps establish credibility. Anticipating important data elements and locating published outcome data and experience at peer institutions that support a proposed plan of action increase the likelihood of the plan's acceptance. The plan and supporting data should be presented clearly and concisely. Once a proposal is approved, delivering what has been promised and following through with measurements of effectiveness are critical for enhancing credibility and increasing the likelihood of future successes. Persuasion is one key to working synergistically with an organization's upper-level management.
Stevenson
J
J
University of Michigan, Ann Arbor 48109-0008, USA. jimsteve@umich.edu
D006126:Group Processes; D006801:Humans; D010565:Persuasive Communication; D010607:Pharmacy Service, Hospital / Q000458:organization & administration*