Error 8 Not Anchoring Changes in the Corporations Culture Short Answer

Error 8 not anchoring changes in the corporations

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Error #8: Not Anchoring Changes in the Corporation’s Culture Short Answer Questions . There is not a long essay on the exam, but knowing the answers to these questions will help you with the multiple choice and short answer questions. 1) You’re starting a new club at San Jose State University for those interested in working in the transportation industry. You feel that you need extra funds to get this club off and running, so you head to the dean’s office to ask for some additional resources. To improve your chances of success (i.e., get the dean to agree to give you extra money to start this club), you’ve decided to use two influence tactics: commitment and consistency and social proof. Describe how these two strategies work, and explain how you would employ them effectively in this case. Be specific. Commitment and consistency is a tactic that works after someone has committed to a position. Once this happens, people are more likely to comply with requests that are consistent with their original position. In this case, as long as you get the Dean to commit even a small amount of money to the club, he or she will be willing to contribute more in other ways since the commitment has already begun. Again, it will only work once you’ve gotten the Dean to commit. Social proof is the term for how we view a behavior as correct in a given situation to the degree that we see others performing it, particularly when we are uncertain. Maybe if you hand the Dean
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a list that shows people’s names and how much they have donated, the Dean will feel more obligated to contribute as well, and at around the same amount if reasonable. (Aaliyah) 2) In class, we discussed the concept of the “integrative approach” as it relates to negotiation. Describe three things you can do to help ensure you create value in the negotiation and get closer to the pareto efficient frontier (use the concepts from the class discussion and explain how they work). The pareto efficient frontier is when there is no other agreement that would make any party better off without decreasing the outcome to any other party. In short, this is the best possible agreement for both parties. Three things you can do to help ensure you create value in the negotiation are asking the right questions to expand the pie, identifying your most and least important issues , and making package deals rather than settling on one issue at a time. 2 Bad negotiations could result in both parties not getting fullest extent of the pie as possible. Identifying issues that are of most and least importance to you will help you leverage agreements that you value most. You’d have to be willing to give on issues that you hold less priority for in order to get better results on more important issues. Package deals help with this.
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  • Spring '16
  • John Z
  • Business

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