07 Amanda.pptx - LIES AND LEGALITY AMANDA NEGOTIATION THREATS AND FACE INTRODUCTION TO BULLARD HOUSES MHR 628 Bargaining Negotiating and Dispute

07 Amanda.pptx - LIES AND LEGALITY AMANDA NEGOTIATION...

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LIES AND LEGALITY AMANDA NEGOTIATION THREATS AND FACE INTRODUCTION TO BULLARD HOUSES MHR 628 Bargaining, Negotiating, and Dispute Settlement for Managers
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Today Icarus Results and Awards Lies and Legality Amanda Negotiation Threats and Face Introduction to Bullard Houses Nonverbal Communications
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Grou p Buyer Team Seller Team 1 Javon Keynan Artis Kyle Wayner Alexandra Falk Farhat Bhuiyan Erin Faella Jalen McMartin Alex Hornibrook 2 Benjamin Blake Eric Chmielewski Stanley Kang Bradley Gillman Marcus Alston Andrew Sonsalla Dmitry Walker 3 Georgia Breunig Danielle Feitner Peter Lindsay Henry Jennerman Kate Holubowitz Jacob Dragoo 4 Tresa Binek Tyler Albright Randi Rubenstein Brandon Harkonen Megan Allen Joseph Warzyn Amanda Lyon 5 Alyona Pelushkova Harolind Jusuf Riley Collins Nicole Trost Alex Hoo Taylor Wolf ICARUS
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Icarus Decisions Tea m Pilo t Pay F.A. Pay M & G.A. Pay Pilot Layof Vac. Day s Inc. Teams & Rank Bus. Mgr. Term . Righ ts Selle r Pts. Buye r $ 1 100 0 400 0 0% & 0% Yes, No Pension 5 Teams, Withou t Rank/P ay Fire Yes, Both 8150 2 200 0 400 0 4% & 0% Yes, No Pension 5 Teams, With Rank/P ay Fire Yes, Both 880 7400 ? 3 100 0 400 0 7% & 0% Yes, No Pension 5 Teams, Withou t Rank/P ay Fire Yes, Both 780 7450 4 Yes, With Pension Teams, Withou t Fire 1630 7650
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Icarus Results 2018 1350 1100 BUYER $ SELLER POINTS 1600 8500 6000 600 850 7250 1 1 3 3 4 4 2 2
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Icarus Awards Best Buyer Results: Best Seller Results: Ratings as Best Individual Negotiator: ? Ratings as Best Team Negotiators: ?
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Calibration Exercise Averages for MHR 628 and MHR/ISyE729 Classes Assessed .50 .60 .70 .80 .90 1.00 628 Actual Spring .49 .56 .63 .59 .65 .92 729 Actual Spring .52 .66 .58 .71 .78 .90 729 Actual Fall .48 .63 .69 .53 .73 .80 .5 .6 .7 .8 .9 1.0 .6 .7 .8 .9 1.0 .5
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1.0 . 09 0.5 0.6 0.7 0.8 0.5 0.6 0.7 0.8 . 09 1.0 Assessed Probability That Your Answer Is Correct Proportion Correct Calibration Exercise Averages for MHR 628 Spring 2017 Assessed .50 .60 .70 .80 .90 1.00 628 Actual .51 .55 .58 .64 .66 .89
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Calibration Exercise Averages for MHR 628 and MHR/ISyE729 Classes Assessed .50 .60 .70 .80 .90 1.00 628 Actual Spring .49 .56 .63 .59 .65 .92 729 Actual Spring .52 .66 .58 .71 .78 .90 729 Actual Fall .48 .63 .69 .53 .73 .80 .5 .6 .7 .8 .9 1.0 .6 .7 .8 .9 1.0 .5
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ETHICS
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What do you think about…Can you lie and still claim you are a person of integrity?Does it depend on the situation?Market place & trinketSaving money on job candidateHostage situation versus proftIs withholding information the same as lying?Does it matter in the equation if you might get caught?Does it matter in the equation if it benefts you?Does integrity require me to adhere to practices of my own culture or others?
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Ethics The role of personal integrity Integrity versus never lying The “can I defend this?” standard Know your own preferred approach Understand that others may differ Role of culture – Apple in China, Bribes
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Web Sites Shine Light on Petty Bribery Worldwide
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Lori Loughlin and Felicity Hufman among dozens charged in college bribery scheme
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As director of the Cyberspace Administration, Lu Wei held significant sway over the fortunes of internet businesses in China Former Chinese Internet Czar Pleads Guilty to Corruption
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