“Building Partnerships

For this assignment, first read, “Building Partnerships 5.1 – How I Used the C-Level to Leverage a Sale,” on page 129 of the textbook.

Then, read Case 5.2 (Zimmer) on page 144 recognizing that in a healthcare organization surgeons are C-Level employees. Then, after you’ve read and thought

about how you would handle this, submit your answers to the questions below.

1). What is the social style of each surgeon? What facts, clues, or indicators led you to your conclusions?

2). If you are Alexa’s supervisor, how would you advise her to adapt her approach to each surgeon?