...a plan on how to use each influential tactic to better influence those around me (Scharlatt 19). There are eleven different tactics used to gain influence. These are rational persuasion, consultation, inspirational appeals, collaboration, apprising, ingratiation, exchange, personal appeals, legitimizing, pressure, and coalition tactics. Rational persuasion includes logical explanations and factual and detailed evidence (Scharlatt 17). Consultation includes being open to ideas from the requested and thoughtful responses from me regarding those ideas (Scharlatt 18). Inspirational appeal includes showing how the request meets that person’s goals and is clear and appealing for that person to support (Scharlatt 17-18). Collaboration includes my ability to provide the necessary resources to complete the task and reduction of difficulty to ensure success (Scharlatt 17-18). Apprising includes explanation of long-term benefits of opportunities to learn a new skill (Scharlatt 17-18). Ingratiation includes my enthusiasm for the task and confidence that it can be completed in order to appeal to that person’s self-image (Scharlatt 18). Exchange includes my agreement to help with future projects and regular work in exchange for their help (Scharlatt 18). The Personal appeal includes my promise to repay this individual for doing a favor for me and my dependence on my working relationship with this person (Scharlatt 18-19). Legitimating includes how my position makes me responsible for the...
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...Reflective Essay on Negotiation Zhaokun Lin 26096137 1. Introduction Negotiation is a conservation between two or more people intended to reach an understanding to satisfy various interests, so we can see that negotiation is pretty important in our many aspects of life such as working, collaborating or just making a friend. The ability to know how to negotiation effectively will be the key point in our decision making and our future work. In the week 4 tutorial, we were required to participate in a role play activity on negotiation that involved three characters: a manager (Dale Williams) and two subordinates (Pat Taylor and Chris Johnson). I was allocated to act the manager and my two friends were my subordinates. Because of the company regulation, the employees in the company must wear safety glasses to avoid accident no matter what the department they are in and how their experience is. But there are two issues on me which are that a 20-year experience staff, Pat Taylor always does not wear safety glasses while Chris Johnson who is just distributed to my department because he has bad relationship with previous manager. The responsibility of me is to conduct a negotiation and let them wear safety glasses. I think it is a really interesting activities and allow me to learn many thing from it. 2. Things I have learnt from the role play activities 2.1 My personal tactics I am the person more comfortable using rationality tactics and pressure tactics, because I want to...
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...administrative capacities were awesome, permitting him to grow and get hides basically for about nothing, making benefits on all parts of the work including transportation and wages. Morals this man did not have, making an organization on what seemed like morals promising to manage Indians genuinely and issue stocks to other, neither of which happened. Temperance and achievement have no relationship for Astor's situation. Astor had high achievement however poor or extremely humbler temperance. Indeed, even to the end of his life he contributed little to society. For Astor achievement was a temperance and disappointment was impossible. 2. In 1832, individuals trusted that the exchange of this product was what was bringing about the spread of cholera. This made individuals quit needing to exchange the product. At that point in 1837, the steamboat, conveyed smallpox up the Mississippi, murdering more than 17,000 individuals. Additionally, in the mid 1800s the pattern changed from hide to silk . The authentic strengths that embroiled these progressions were globalization, imbalance, country state and risk. 3. Monetarily, the products were light so it was less demanding for dealers to transport by donkeys, freight ships, and ships to eastern ports and after that to Europe. Benefits were tremendous. Administratively, with Astor, they don't have anything on him since he utilized an item that he knew merchants would acknowledge. That product was liquor....
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...Subtopic, provides general guidance to be used in distinguishing contributions from exchange transactions, including membership dues and agency transactions . > Implementation Guidance 55-2 The accounting and reporting of grants, membership dues, and sponsorships is determined by the underlying substance of the transaction.Those terms are broadly used to refer not only to contributions but also to assets transferred in exchange transactions.A grant, sponsorship, or membership may be entirely a contribution, entirely an exchange, or a combination of the two; therefore, care must be taken in evaluating each grant, sponsorship, or membership agreement.In addition, those resource transfers may also have the characteristics of agency transactions. 55-2A The implementation guidance is organized as follows: a. Distinguishing contributions from exchange transactions (see paragraphs 958-605-55-3 through 55-8 : ) b. Distinguishing the contribution portion of membership dues (see paragraphs 958-605-55-9 through 55-12 : ) c. Distinguishing contributions from agency transactions (see paragraph 958-605-55-13 : ). > > Distinguishing Contributions from Exchange Transactions 55-3 Some transfers of assets that are exchange transactions may appear to be contributions if the services or other assets given in exchange are perceived to be a sacrifice of little value and the exchanges are compatible with the recipient's mission. 55-4 Foundations, business entities...
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...the objectives of both parties in the exchanges? Marilyn and Len are both looking out for their teams, and protecting their own best interests. Marilyn’s objective is to get Len to turnover five billion dollars worth of viable accounts. Len’s objective is to get Marilyn to accept the accounts he has chosen to give her, so that his team won’t incur a loss of commission. How would you describe the general "tone" of the exchanges? I would describe the general tone as a negative emotional tone in the first exchange. In the second exchange, the tone shifts from a negative to a more positive tone, as the negotiation evolves. In the end it appears that Marilyn changes the tone of the negotiations. Part B: Were Marilyn's objectives achieved in the first exchange? Not really. Marilyn stated her position expecting to maximize her resources and share of value, but failed to make her needs or interests known. Seeking to make the best possible case for his or her preferred perspective, Marilyn should have assembled some facts, or other evidence to persuade Len of the validity for her perspective. Arguments and frames began to shift, as the parties focused on refuting the other’s case. I believe, Marilyn’s argument suffered because of a lack of frame control. She failed to test different frames to determine if they fit the issue, or whether she was being improperly influenced by Len. Were Len's objectives achieved in the first exchange? Yes, I believe so. Len didn’t change...
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...(iv) Your country is in a recession. You feel that a policy of exchange rate depreciation will stimulate aggregate demand and bring the country out of the recession. This essay examines the effectiveness of using exchange rate depreciation to stimulate aggregate demand in order to bring a fictional country, Australand, out of recession. It will explain how a policy of exchange rate depreciation can increase aggregate demand and how this will stimulate economic activity and bring Australand out of recession. The process of depreciating the currency will be explained as well as possible ramifications of this policy. Alternative options to increase aggregate demand will also be explored. A recession is technically when an economy has experienced two successive quarters of negative gross domestic product (GDP) growth. For this to happen the total amount of goods and services produced by a country must contract on a quarter by quarter basis for six months or more. (http://news.bbc.co.uk/2/hi/business/7495340.stm) It therefore stands to reason that by increasing the total amount of goods and services Australand produces, known as aggregate output, will bring Australand out of recession. Blanchard and Sheen (2009 p39) state that in the short run the main determinent of aggregate output is demand and that changes in demand can lead to an increase in output. Aggregate demand is the total quantity demanded for output at a given price level and it is therefore necessary to...
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...Week 4 Assignment What are the objectives of both parties in the exchanges? Both parties in these exchanges want to obtain the best accounts available for their teams to maximize profit for the company, and also for their staff. They both want to get their points across while looking out for their teams’ best interest. Based on the exchange, it seems that Marilyn prefers sharing the accounts rather than being left with the small ones, while Len would like to work on accounts that will generate more money. How would you describe the general "tone" of the exchanges? The tone of the exchanges seems to be slightly aggressive between Marilyn and Len. In the first exchange, it almost seems like Len’s tone is a little threatening and Marilyn’s tone is defensive in response to this. She also seems to be worried that she’ll be stuck with the smaller, less productive accounts that Len is trying to push on her. Were Marilyn's objectives on the way to being effectuated in the first exchange? No, I feel that Marilyn started off well but then allowed Len’s aggression to get the best of her. She became more defensive while countering each of Len’s comments, which caused her to lose sight of the points she had to present in this negotiation. If this would have continued in this manner, Marilyn will not get her point across. Len had her backed into a corner, and Marilyn’s defensiveness was ineffective, since it wasn’t able to turn the negotiation in her favor. Were Len's...
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...Question 10-1 Distinguish between realized gains and losses and recognized gains and losses. You will always have a loss or a gain due to an exchange transaction. One the transaction is completed the corresponding amount will be recorded on your income statement. Recognition exists only in the context of tax laws, in some cases the exchange transaction will be excluded under IRC Section 1031. Problem 10-47 On April 18, 2010, Jane Juniper purchased 30 shares of Bryan Corp. stock for $210, and on September 29, 2010, she purchased 90 additional shares for $900. On November 28, 2010, she sold 48 shares, which could not be specifically identified, for $576 and on December 8, 2010, she sold another 25 shares for $188. What is her recognized gain or loss? $210/30=$7 per share - April 18, 2010 $900/90=$10 per share - September 29, 2010 I will use FIFO to calculate the recognized gain or loss: November 28, 2010 – Sold 48 shares for $576, the cost basis was $390 (30*$7 plus 18*$10) therefore the total gain was $186.00 December 8, 2010 - Sold 25for $188, cost basis was $250 (25*$10) therefore the total loss was $62. Jane Juniper had an overall gain for the year of 2010 of $124.00 Problem 11-40 Debbie Davis and Elizabeth Engels exchanged like-kind property. Debbie had an adjusted basis of $12,000 in her property (fair market...
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...lesson that we shouldn’t trust the appearances when judging someone. It was raining heavily in the evening when the girl and her mother got out on the street and was about to go home, but they had no umbrella and couldn’t find a vacant taxi. Just then, an old man came to ask for a favor. The mother was very suspicious and acted arrogantly, about which the girl felt embarrassed. The old man explained that every day he went for a long walk and summoned a taxi home because his legs were very painful. He had left his wallet at home and wanted his 20-pounds-worth silk umbrella in exchange for one pound. The mother tended to agree with the deal, for the old man was so polite, well-spoken, well-dressed, and was careless about money. But she noticed that her daughter was telling her not to take advantage of the old tired man by a frosty-nosed look. Although the mother proposed to offer one pound in exchange for nothing, the man insisted to give the umbrella to them. The mother praised him as a real gentleman, and told the girl not to rush to judge a person by his appearance. However, later on they saw the man crossing the street with a terrific hurry and decided to follow him to find out the truth. The man made many turns and finally got into a pub. They watched that he went towards the bar and paid one pound for a treble whiskey, from which they thought the unfair deal was very ridiculous. Then he went back, but surprisingly, he lifted one of those wet umbrellas on the clothes...
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...Group evaluation based on Social Exchange Theory Group evaluation based on Social Exchange Theory Social exchange theory suggests that each member of our group entered the group after first weighing the benefits verses the cost. In our situation as students in school, and assigned to a group in order to complete a graded project, what we must weigh is how social exchange theory would instead effect how much effort and dedication each person brought to the group. We must also consider that each person also had outside influences which added to their ability to contribute time on the project itself before giving a favorable or unfavorable opinion of a person’s contribution. For each of us, the benefits or reward are in most cases the same, we would like to get an A on our presentation. What will set us apart is how bad each of us as individuals really want that A. Since I have worked with each of the students in my group for over a year now it’s fairly easy to know and to set expectations as to who will do what within our group. Allan has cared about one thing since I met him a year ago, his GPA. He has not missed a day of school and like me is always the last to leave after class labs. Due to his dedication to maintaining a 4.0 GPA he had everything to gain by putting forth a great effort and contributing one hundred percent to his part of the project. Jolynn is also one who cares allot about her GPA and as with every other project I have been a part of, will give one...
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...the objectives of both parties in the exchanges? Marilyn and Len are both looking out for their teams, and protecting their own best interests. Marilyn’s objective is to get Len to turnover five billion dollars worth of viable accounts. Len’s objective is to get Marilyn to accept the accounts he has chosen to give her, so that his team won’t incur a loss of commission. How would you describe the general "tone" of the exchanges? I would describe the general tone as a negative emotional tone in the first exchange. In the second exchange, the tone shifts from a negative to a more positive tone, as the negotiation evolves. In the end it appears that Marilyn changes the tone of the negotiations. Part B: Were Marilyn's objectives achieved in the first exchange? Not really. Marilyn stated her position expecting to maximize her resources and share of value, but failed to make her needs or interests known. Seeking to make the best possible case for his or her preferred perspective, Marilyn should have assembled some facts, or other evidence to persuade Len of the validity for her perspective. Arguments and frames began to shift, as the parties focused on refuting the other’s case. I believe, Marilyn’s argument suffered because of a lack of frame control. She failed to test different frames to determine if they fit the issue, or whether she was being improperly influenced by Len. Were Len's objectives achieved in the first exchange? Yes, I believe so. Len didn’t change...
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...Sarah Richter – D00130751 HR595 – Negotiation Skills Assignment: Week 4 – Tactics Tutorial Analysis 08/09/2012 Using the Marilyn and Len exchanges, analyze the following: * What are the objectives of both parties in the exchanges? In the beginning Len and Marilyn’s objectives are distributive in nature. They both want the high-income accounts to be handled by their respective departments. The $5million in viable accounts are supposed to be handed over by Len to Marilyn’s department. Marilyn’s idea of the potential accounts is different than that of Len’s. Both parties want to maintain profitable accounts to ensure their teams’ commissions are not negatively affected by the change-over. * How would you describe the general "tone" of the exchanges? I would describe the general “tone” of the exchanges to be interest oriented. Most of the verbal interactions presented (especially in the first exchange) were substantive based, not relationship oriented. Both parties seem to have a personalization attached to the problem at hand and it seems that they are both worried about the outcome negatively affecting their personal and team results. * Were Marilyn's objectives on the way to being effectuated in the first exchange? I do not feel that Marilyn’s objectives were going to be effective in the first exchange. She approached the conversation regarding the accounts Len provided in a defensive manner which did not create a free flow of information. Len presented his...
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...contract” of employment can briefly be defined as ‘a set of unwritten reciprocal expectations between an individual employee and the organisation’ (Schein, 1976). Such as the employee being promised certain policies or benefits and the employer expecting the employee to perform at a certain level or be of a specific age etc. Guest and Conway (2002) defined it as “the perceptions of the two parties, employee and employer, of what their mutual obligations are towards each other”. Therefore, an agreement that is beyond what is written or implied in the contract or other explicit manifestations of the employment relationship. The concept of the psychological contract is commonly traced back to the early work of Argyris (1960) and to social exchange theory (Blau, 1964). However, the crucial developments leading to its current use as an analytic framework were provided mainly by Rousseau (1995). The psychological contract therefore provides an opportunity to explore the processes and content of the employment relationship through a focus on more or less explicit deals. These deals are likely to be re-negotiated or modified over time, to be influenced by a range of contextual factors, and to have a variety of consequences. Thus the primary focus of the psychological contract is the...
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...According to the social exchange theory, a person's tendency for altruistic behavior is based on the cost-benefit analysis of any action. It is a theory based on self-interest (Taylor, Peplau, & Sears, 2006). Consider this situation. I see a vacant house that I’d love to own. I picture myself landscaping the front yard with exotic flowers and bushes. One day, I walk by this house and notice that a family has begun squatting. They are obviously homeless. Do I try to purchase the home through a Sheriff's sale, evict the squatters, and realize my dream house and exotic garden? Do I leave the family alone, knowing there is one less family on the streets? The social exchange theory proposes that the basic formula for predicting the behavior for any individual in any situation is: Behavior (profits) = Rewards of interaction – costs of interaction (Taylor, Peplau, & Sears, 2006). Rewards can come in many forms, such as social approval, self-worth, or your dream house. Punishments also come in many forms, from extremes like public humiliation for a family of squatters, to subtle gestures like a raised eyebrow or a frown in the direction of the homeless. Observing the conditions would evoke feelings of sympathy and compassion for the squatters. My empathic concern would motivate me to help by means of leaving the family alone, regardless of what I had to gain. If we do not feel empathy, then social exchange concerns will come into play (Taylor, Peplau, & Sears, 2006)...
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...In this paper I will analyze the idea of voluntary exchange, and determine whether or not the mutual benefit created through free trade is socially responsible. A basic tenant of free trade is mutually beneficial exchange, a simple enough idea, but within the frame work of this “simple” idea lays a variety of taboo subjects that one might not initially expect to encounter. These subjects include but are not limited to ideas such as the decriminalization of narcotics, the legalization of prostitution, and even assisted suicide. I’ll exclusively explore the idea of voluntary exchange within drug markets, and analyze some of the social and economic costs and benefits to society. I’m going to present statistics and viewpoints that will evoke feelings...
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