3 steps in the Negotiation timeline

Preparation, Execution, Debrief

#1 source of power in a negotiation (acronym)

BATNA (best alternative to a negotiated agreement)

___________________ leadership is BOTH about 1. how we influence other and 2. what it is that we're trying to change about them

principled

what are the 3 faces of the BUILD leadership model?

stewardship, relational skills, self-leadership

individuals who act as their own leaders by observing, modifying, and regulating their behaviors in order to achieve personal goals (which face of BUILD leadership model?)

self-leadership

abilities needed to effectively complete duties in a way that prioritizes the rights and needs of the followers one serves, and having a sense of obligation to consider the needs of the collective before one's self-interest (which face of BUILD leadership model?)

relational skills

strategic leaders who lead within and amongst the faces of self, others, and group. also emphasize creating and communicating vision of the change process and institutionalizing new approaches within the unit (which face of BUILD leadership model?)

stewardship

3 characteristics of a crisis

non routine, important, time decay (i.e. the more time that goes on, things will get worse)

companies have a team working to do this (crisis-related)

prevention

1st thing a company should do in a crisis (2 things)

response, resumption

willingness to give a genuine apology

alacrity

locates morality in the consequences of an act, ex: murder can sometimes be rationalized (type of moral reasoning)

consequentialist

Ethical foundation of personal compass of values and motives

morality

Ethical foundation of actions that count for meeting shared community values

ethics

follow their gut and ask "is this how I want to be remembered?" (lens)

reputation

Given I have done all of these great things throughout my life, I can make this unethical decision this one time (ethical bias)

moral credentialing

basement of ethicality

law

are law and ethics the same?

no

act in the best interests of the company and its investors (ethical principle)

fiduciary

respect property and the rights of those who own it (ethical principle)

property

respect the dignity of all people (ethical principle)

dignity

act as responsible members of the community with respect for law and regulation (ethical principle)

citizenship

be responsive to the legitimate claims and concerns of others (ethical principle)

responsiveness

shared values across an organization

business ethics

what we believe in and how we will behave

(company) values

corporate culture, existence and application of written code of ethics, formal and informal policies and rules, norms of acceptable behavior, financial reward system, company attitude towards employees, how employees are selected for promotions, hiring practices, applications of legal behavior, degree to which professionalism is emphasized, the company's decision making process, behaviors and attitudes of the organization's leaders

factors impacting organizational ethics

something that we do ALL THE TIME, not just for business

Negotiation

in negotiations, the person with no emotion, "middle man", keeps things in perspective

mediator

Negotiation in which there is a FIXED amount of resources being divided between parties

distributive

Buying a car is an example of which kind of negotiation?

distributive

Negotiation in which mutual problem solving is used to enlarge the assets being divided

integrative

Labor negotiation is an example of which kind of negotiation?

integrative

Negotiation in which parties have identical alignment on an issue

congruent

Job assignment of location is an example of which kind of negotiation?

congruent

the price one party most desires (best case scenario for a negotiated agreement)

aspirational price

the price one party least desires (worst case scenario for a negotiated agreement but better than not making a deal at all)

reservation price

difference between the buyer's reservation price and the seller's reservation price. If positive, then an agreement is likely. If negative, then an agreement is unlikely

bargaining zone

Put the steps for planning a negotiation in order: A. Conduct research, B. Establish your desires, C. Develop tactics and technique, D. Establish what you are willing to give up, E. Understand what authority you have to make a deal

B, D, E, A, C

The behaviors through which individuals influence other people and groups of people to think, do, and feel things that they otherwise would not think, do, and feel.

leadership

__________________ leadership aligns a leader's behaviors and a leader's values

principled

A time of intense difficulty, trouble, or danger

crisis

2 characteristics a company can be perceived as

empathy, competence

3 keys to an apology

alacrity, acknowledgement, amends

2 types of moral reasoning

consequentialist, categorical

locates morality in certain duties and rights, ex: murder in all circumstances is wrong (type of moral reasoning)

categorical

What 3 things drive our decisions?

secular (family & friends), religious, work

4 ethical foundations

morality, justice, ethics, business ethics

Ethical foundation of fairness and just behavior or treatment

justice

Ethical foundation of shared and mutually enforced professional norms

business ethics

4 lenses of ethical theories

rights/responsibilites, relationship, results, reputation

4 directions on the building blocks of ethical theories chart

rationality, equality, sensibility, autonomy

do not need opinions of others (lens)

rights/responsibilites

ask community for input (lens)

relationship

greatest good for greatest number of people (lens)

results

we judge ourselves based on our ______________, but we judge others based on their _______________

motives, behavior

3 types of ethical biases

self, group, moral credentialing

Does this decision positively impact me? (ethical bias)

self bias

Does this decision positively impact the group? (ethical bias)

group bias

keep promises, agreements, contracts, and other commitments (ethical principle)

reliability

conduct business in a truthful and open manner (ethical principle)

transparency

deal fairly with all parties -- fair treatment and processes (ethical principle)

fairness

3 steps of Paine's Framework

understanding the facts, identifying relevant standards, maintaining objectivity

5 barriers to an ethical organization

ill conceived goals, motivated blindness, indirect blindness, the slippery slope, overvaluing outcomes