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Unformatted text preview: Z404 Review Midterm and forward, will cover Watership Down Planning research is crucial for evaluation, you must know both sides of the issue to be effective 1. Define the issues what amount do you need for a startup cap, etc 2. Assemble and prioritize your issues know what you have to have and what you can concede on 3. Define personal interest the why of your position 4. Know your limits, know your alternatives bottom line, and your resistance point (where you will seek an alternative) 5. Set your targets make them flexible 6. Assess the interests of those whom youre representing client, dependents 7. Analyze the other party know their objectives and alternatives 8. Know how to present the issues positions/counterpositions, convince the other that you have a sound case 9. Determine protocol setting of negotiation, time, formality, etc Chapter 9 Ethics vs Morals Ethics determine right from wrong in a society, help set laws and rules Morals individualistic choices, what we personally do and believe A. End Result Ethics rightness of an action is determined by its ultimate consequences (the ends justify the means) B. Duty Ethics rightness of an action is determined by what you would want another to do in similar circumstances (its justified bc others do the same thing) C. Social contract ethics rightness of actions is based on customs/norms of a society or group D. Personalistic ethics rightness/wrongness determined by our own belief system (we are able to justify nearly anything) Cognitive bias relativistic for self, absolutist for others Demographic characteristics females tend to be more ethical than men bc men win at any cost, were more competitive professional orientation business majors and businessmen are more likely to tolerate unethical behavior the greater your negative experiences, the higher your ethics religious orientation stronger background => greater ethics When representing yourself, you tend to be more ethical than if youre an agent for...
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This note was uploaded on 02/23/2011 for the course BUS 404 taught by Professor Evans during the Spring '08 term at Indiana.
- Spring '08