Persuasion as a strategy for managing up.

Area of Science:

• Management Science
• Organizational Behavior
• Communication Studies

Background:

• Managing up is crucial for career advancement and organizational success.
• Effective communication and relationship-building are foundational to managing up.
• Persuasion is a key skill for influencing superiors and achieving goals.

Purpose of the Study:

• To describe the principles and practices of managing up.
• To outline effective persuasion strategies for use in a professional context.
• To identify common pitfalls to avoid when attempting to persuade management.

Main Methods:

• The study synthesizes established management and communication theories.
• It analyzes the components of effective persuasion, including credibility, common ground, and emotional connection.
• It contrasts effective strategies with ineffective tactics, such as hard-selling and compromise avoidance.

Main Results:

• Successful managing up hinges on mutual respect, understanding, and clear communication.
• Persuasion involves establishing credibility with data, finding common ground, and emotional resonance.
• Avoiding high-pressure tactics and recognizing persuasion as an ongoing process are vital.

Conclusions:

• Strategic persuasion, grounded in data and rapport, is essential for synergistic work with upper management.
• Building credibility through consistent delivery enhances future influence and success.
• Mastering managing up and persuasion fosters positive professional relationships and outcomes.