Unlock document.
This document is partially blurred.
Unlock all pages and 1 million more documents.
Get Access
Chapter 10
Case Study Part 1: Situational Leadership® and Constructive
Discipline
You are the manager of the sales department at Splendor Company. Nikki has been your
top sales representative consistently for over a year now. She is always in the office first,
last to leave, thorough in her paperwork, and receiving praise from the other departments.
She has also volunteered several times to test new products with her clients.
Upon hanging up the phone, you look up to see Nikki entering the office. She appears to
be in a hurry, glances around to check who else is in the office, and hurries to her cubicle.
Glancing at the clock you see it is only 3:45 pm. Sales reps are not usually back in the
office at the end of the day before 4:15 pm. You decide to approach Nikki and talk about
her recent drop in performance.
How does this differ from her “usual” performance?
Currently, she is arriving late for work; she usually arrives early or on time. She usually
What style will you use to start the conversation?
You will start the conversation with S4 by asking a general question such as, “Is
How will you know from Nikki if that style is working?
If she seems embarrassed or surprised by these observations and tells you how she will
What type of follow up will you do?
You will watch and observe from a distance, and look for changes in her behavior –
