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Examines the principles that apply in any persuasive business situation. Describes how to analyze the goals and audience; how to devise a persuasive message; and how to execute a persuasive strategy in writing, presentations, and larger corporate communication tasks.

Describes the efforts of the Timken Co., a major international producer of bearings and steel, to develop an effective employee communication program. The case examines the intense international competitive atmosphere, the recent record of job losses in related industries, Timken's extensive reorganization efforts, and the company's labor relations history insofar as these bear on the effort to formulate internal communications policy. Encourages students to analyze the essential elements of a communications decision: scope, structure, audience, goals, message, and media.