Академический Документы
Профессиональный Документы
Культура Документы
Methods that address ethics problems between individuals, and between and within teams and organizations
Ethics Framework
Embedded Tradition System Governing Ethics Values Actions Errors or Mismatch
Theory X is still practiced in some industries and countries. This is single-loop in that the boss does not hold his driving ethical values open to discussion with subordinates.
This is Fisher and Urys method. There are 4 components to their method: (1) Separate the people from the problem (2) Focus on interests, not positions, (3) Invent options for mutual gain and (4) Insist on using objective criteria. BATNA is a tool used in mutual gain negotiating that refers to your best alternative to a negotiated agreement. If it is clear that you are not going to negotiate an agreement, be prepared to compromise with your BATNA.
and/or illustration why an idea or behavior should be adopted. Persuader wins in that the other adopts the idea or behavior s/he is advocating. Persuaded person wins in that s/he now agrees with that idea or behavior.
Win-Lose Negotiators
Leverage building:
Build a type of power that the
offender is vulnerable to and then explicitly or implicitly threaten to use that power against him or her unless he or she gives in to what you want. (Good cop-bad cop) Bad
guy makes extreme demands and appears threatening. Good guy offers to make a deal that he or she can convince the bad guy to accept.