Warren Peters Navigates a Complex, Multistaged Exchange Process: Working within Organizational Realities 

How do you influence a higher-power person to do something he doesn’t want to do and still keep a relationship because you have to work together in the future? There are many possibilities for going astray, either by spoiling your relationship or reputation, or giving in prematurely and missing an important opportunity. 

Watching someone close-up in a reasonably typical situation can be instructive, both for his successes and failures.  Warren Peters, underwriting manager in a large branch of Venerable Insurance Company, (VIC), tells us about his struggles with the dilemmas of openness and spontaneity in his dealings with Chuck Stevens. Note how he decides to avoid negative threats and discussions of the relationship with Chuck.

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