1. Compare and contrast coaching and counseling. Give examples of both coaching and counseling.
2.A Scenario-Investing in the 90s
Your inheritance from your Uncle Bruce has just arrived. You have decided to invest the $5,000. The following conversation took place with John, Morgan, and Ivan. Talking to John, “I can’t believe Uncle Bruce left me $5,000. Geez … that’s a good chunk of change. So John, what would you do?” John smiles and says, “Plastics!” Now laughing, he says, “No, not really. I think I would place my money in a mutual fund.” Morgan, who has just walked up, remarks, “Well, when I won $1,000 last year from playing blackjack, I placed my money into T-bills. The market is overpriced. I’m waiting for the correction.” Ivan nods his head in agreement and then asks you, “What is it that you want to accomplish with the money?” You respond, “I want to be rich!!!” Ivan closes his eyes and asks, “Do you want to be rich now or in five years? Are you looking long term or short term?” Frustrated, you say, “This is hard, maybe I should hit the track and have a very good time.” All chime in and say, “Once again, what is it that you want your money to do?”
Several response types are illustrated in this story of what to do with your $5,000 inheritance. For each of the following situations, indicate the response type that most likely occured. Provide support for your answer.
Situation #1: John’s response to your question is an example of which response type?
Situation #2: Which response type characterizes Morgan’s comment?
Situation #3: Ivan’s comment, “What is it that you want to accomplish with your money?” represents which response type?
Situation #4: Ivan’s second comment concerning whether you want to be rich now or later (is the investment long term or short term) is an example of which response type?
Situation #5: When all the characters respond in unison to your frustration, this is an example of which response type?
3. A Scenario – Channel Surfing
You know you should be studying for that management test tomorrow, but you have decided to take a break. With the remote control firmly in your hand, you hit the TV waves. On channel 53 some sports athletes are discussing the importance of being a team player. Striving for individual honors will hurt the team and eventually you, they say. On channel 13 beautiful people are at the beach playing volleyball, water skiing, and dancing. They are also drinking beer (well, there is beer in their hands ven if you didn’t see anyone take a drink). You wonder why your friends don’t look like that … maybe it’s the beer you drink, you think. On channel 44 an entrepreneur is discussing how she took this idea of hers to a multi-million dollar company in less than two years. She says the key is to be diligent and know your product. You wonder if she is hiring. On channel 23 some ex-PGA golf pro is explaining the usefulness of a golf club that falls apart in your back swing if you swing the club incorrectly. He says it did wonders for his game. You wonder, if it did wonders for his game why isn’t he back on the tour? Finally, you decide you have had enough and go to bed wishing now that you had studied. Well … you think … if I get up at 5:00 a.m., I can …
Several determinants of personal power are illustrated in the story of channel surfing. For each of the following situations, indicate the type of personal power that was illustrated. Provide support for your answer.
Situation #1: On channel 53 which source of power was utilized?
Situation #2: Which type of power is being utilized on channel 13?
Situation #3: Which type of power is being utilized on channel 44?
Situation #4: Which type of power is being utilized on channel 23?
4.A Scenario – A Day at the Office
Your boss has called you into his office. It’s 9:00 a.m. Friday morning. He asks, “I’ve talked to others in your group, and they have agreed to work this weekend to get the project out the door by next Monday. Can I count on you?” You respond, “Can I give you a decision later today, say by 11:00 a.m.? I need to check my calendar to see if I am available.” Your boss agrees. In checking your schedule, you see that you have a meeting at 2:00 p.m. with one of your company’s major clients to review the latest shipment. If you work this weekend, you will have to cancel the meeting because you will have some preparation work to do prior to working on the project this weekend. The client will not be pleased if you cancel the meeting. You immediately find Max and say, “Max, good friend, remember that time I pulled your shift last May when your wife had the baby? Well, I need for you to cover me this weekend. Can you?” Max agrees. You go to your boss’s office and before you have an opportunity to speak, he says, “I really need for you to see this project through for me. You are the only one in the group that fully comprehends what this project means to the company. I need your expertise and judgement on this.”
Various types of influence strategies are illustrated in the story of a day at the office. For each of the following situations, indicate the type of influence strategy that was illustrated. Provide support for your answer.
Situation #1: In your first meeting with your boss, at 9:00 a.m., which influence strategy did he employ?
Situation #2: Which influence strategy did you employ with Max?
Situation #3: Which influence strategy did your boss try a second time?
Situation #4: Your spouse has reminded you on several occasions during the past week how he wants to visit his family this weekend. You have come to the conclusion that unless you agree to go, you will hear about this until the day you die. Which influence strategy is your spouse using?
5. A Scenario – Harry Mitchell, the VP of Operations
Harry Mitchell is vice president of operations for a medium-size pharmaceutical firm in Gerry, Alabama. Harry has a Ph.D. in chemistry, but he has not been directly involved in research and new product development for 20 years. When it comes to managing operations, Harry has the reputation of being a “taskmaster”: he definitely focuses on the bottom line. The company does not have a turnover problem, but it is obvious to Harry and the other top managers that the hourly employees are only interested in working their eight hours per day. They are not working anywhere near their full potential. Harry is very concerned about the situation because, with rising costs, the only way the company can continue to prosper is to increase the productivity of its hourly employees.
Harry walked down the hall to talk with the human resources manager, Denise Berry. An exasperated Harry asked, “What is it with our employees, anyway? Our salary surveys show that we pay near the top of the pay scale in this region, our working conditions are tremendous, and our bennies could choke a horse. Yet, our employees are just meeting the established production standards. What is the problem?” Denise replied, “I have told you and the president on several occasions that money, working conditions, and benefits are not enough. Employees also need other things to motivate them. Also, I have been conducting some random, confidential interviews with some of our hourly employees, and they tell me that they are very discouraged. According to these employees, no matter how hard they work, they still get the same pay and opportunities for advancement as their co-workers who are just scraping by.” Harry then replied, “OK, your degree is in management so you ought to know something about motivating employees; what do you suggest we do about it? We have to increase their productivity and performance.”
Explain the most appropriate theory or model of motivation that can be used to explain or understand the motivation problem in this pharmaceutical firm. In addition, describe the management style that appears to apply to Harry Mitchell.
6. A Scenario – The In-Box is Full
Returning from a wonderful vacation at Disney World, “It’s a small world after all,” you go through the memos that have been stuffed in your box. A short scenario of each memo is provided.
Situation #1: The workers down in the yard are refusing to wear their hard hats. OSHA visits tomorrow.
Situation #2: The people in the back room would like to play their radios while they work. Their supervisor has no problem with it. The issue appears whether it is rock or country.
Situation #3: Your boss must leave town and will be unable to give a speech to his daughter’s fourth-grade class on “What I do for a living.” He has asked you to take his place.
Situation #4: Production has informed your salespeople that they don’t think they can meet the orders requested. They must know tomorrow what the priority should be. You have a meeting with your sales force at 9:00 a.m. tomorrow.
Situation #5: You have a performance review scheduled for George tomorrow. His performance has slipped but he says he needs to talk to you.
Indicate the conflict approach that would work best for each of the five situations described in The In-Box Is Full. Provide support for your answer.
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