The supply manager should use logic first to convince HR to employ strategic sourcing. Here's a detailed explanation:
Using Logic:
Data-Driven Argument: Presenting logical, data-supported arguments can effectively demonstrate how strategic sourcing can reduce costs. Logical reasoning appeals to the analytical nature of business decisions.
Cost-Benefit Analysis: Providing a clear cost-benefit analysis showing the potential savings and reallocation of funds to the training program can persuade HR of the practical benefits.
Why Not Other Options?
Liking (A): While building rapport is important, it is less impactful than a logical, data-driven argument in this context.
Cooperation (B): Cooperation is essential but should follow a logical presentation of the benefits.
Emotion (D): Emotional appeals may be less persuasive in a business context focused on financial and operational efficiency.
Reference:
Effective influencing tactics in leadership and management (Cialdini, R.B., Influence: The Psychology of Persuasion, 2006).
Strategic sourcing and its impact on cost management (Monczka, R., Handfield, R., Giunipero, L., Patterson, J., Purchasing and Supply Chain Management, 2015).