Berg, D. N. (1977) “Failure at entry,” pp. 33-56 in P. Mirvis and D. N. Berg (eds.)
Case Study Question: Consider Berg’s engagement with AMW as an external consultant. What went wrong, why and what could Berg have done differently?
Answer the question by referring to (some of) the following issues and relevant readings:
- The nature of consulting, the role of consultants as change agents and the stages of a consulting assignment
- Power dynamics, stakeholders, and organizational politics
- Influencing and persuasion skills that were used / could have been used more effectively
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