How Cross-Functional Managers Can Influence Others
How cross-functional managers can influence others — what the studies show, and what they do not show.
The Research
Yukl & Tracey (1992, Journal of Applied Psychology) compare influence tactics: rational persuasion and consultation work better than pressure.
The Limitation
A self-report study of manager–subordinate dyads.
The Nuance
Pressure produces immediate results and lasting debts. (our executive and employee training programmes)
A Practical Implication to Test in Zurich
Replace a high-pressure request with genuine consultation on how to proceed. To go further: explore the Complex Management training in Zurich in the canton of Zurich, or browse our executive and employee training programmes in Switzerland.
In pictures: Complex Management in Zurich
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