Discuss the following:
Applying Leverage and Ethics in Negotiation
1. Power in Negotiations
a. What is power? How does one acquire power, and what is the best kind of power to have?
b. How do I influence someone with power and make sure that my message gets through?
c. How do I preserve the power that I have (I like having it), and how do I resist other people’s attempts to influence me?
d. Use examples from personal or business experience and from the “Influence Tactics Inventory” questionnaire.
2. Your Lying and Cheating Ways
a. Isn’t this “ethics” business all about not lying and cheating?
b. If other people do it (and they’ll do it to me), shouldn’t I be doing it to them? Where does effectiveness come into play?
c. Who is more unethical: Men or women? Younger folks or older folks? Experienced negotiators or inexperienced ones? The highly educated or the not so educated? Sociology majors or business majors? Are some nationalities/cultural groups/personality types more likely to lie and cheat in negotiations?
d. After taking an ethics course, will I be a more ethical negotiator? If not, how can I deal with the other party’s deceptions (that scoundrel!)?