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Z404 review - Z404 Review Midterm and forward will cover...

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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 you’re 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 (it’s 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,” we’re 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
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