Power & Ethics

1. Consider a recent procurement for a major item (either at work or home). Which of the enlightened power techniques could you have applied? Describe how?

2. When have you used central route persuasion techniques? Provide examples.

3. When have you used peripheral route persuasion techniques? Provide examples.

4. What are some examples of unethical negotiating behavior that you have experienced?

5. Which of the test of ethics would have applied?

6. How do you think the other party would have looked in these tests?