hisrich et al ., 2017 ). peer H e a l t h M e d i c a l
hisrich et al ., 2017 ). peer H e a l t h M e d i c a l
Please respond to this 4 peers’ Discussion Prompts
ALL citations and references needs to be APA 7th edition format. (200-250 words each)
- you must also post substantive responses to at least two of your classmates’ or instructor’s posts in this thread. Your response should include elements such as follow-up questions, further exploration of topics from the initial post, or requests for further clarification or explanation on some points made by your classmates.
Occasionally, negotiations can be seen as “ethical quicksand” meaning that in order to succeed, one must deceive. At an early age, we learn that lying is a bad thing and we should not do it, under any circumstance. So it is hard to comprehend that lying may be occurring during negotiation, especially when talking about business and entrepreneurship. According to Hisrich et al. (2017), when people negotiate, the hope is to exchange a deal that is principled, civil, and leads to a win-win for both parties. I personally agree that one needs to be deceptive to be a good negotiator. With this being said, I do not think that an entrepreneur should flat out lie to get what they want. Deception should not be a bald-faced lie during negotiation, rather it is a little lie, like the omission of information or evasions (Hisrich et al., 2017). For example, an entrepreneur may state they do not know the answer to a question, even though they do, to help in the negotiation process. In this situation, the entrepreneur is not lying, they are simply omitting their answer. It is argued that being able to engage in these deceptions is critical for negotiation (Hisrich et al., 2017). Another example can be when as simple as being in a job interview after months of looking and being asked if there are other offers on the table. Though you may not have better offers for other jobs, you say yes and that they are offering higher salaries. At this moment, you may not even realize you are deceiving the hiring manager, but you are doing so to hopefully get a better outcome.
Though deception can play a crucial role in negotiation, being a good negotiator does not mean you are an unethical person. There is a thin line between being a good negotiator and being an ethical person, and understanding how to be good at both is crucial for entrepreneurs. There are a few strategies entrepreneurs can use to avoid crossing moral boundaries while at the bargaining table. The first is to increase negotiation power. When an entrepreneur is prepared and has the proper technical knowledge, they are less likely to act unethically. ERP News (2020) points out that taking a collaborative approach at the bargaining table and having a negotiation that focuses on the process, as well as the outcome, reduces the chances of acting with ethically questionable behavior. Also, building relationships creates trust, which helps secure desired actions from others (ERP News, 2020). A few other tactics that can be used are knowing the signs of others’ deceptions, keeping a paper record to ensure promises are recorded, and verifying any information that may be provided (Hisrich et al., 2017).
Do you agree that one needs to be deceptive to be a good negotiator?
I don’t agree that one needs to be deceptive to be a good negotiator. In fact, I believe the opposite; I believe that dishonesty or leaving out pieces of the puzzle will come back and negatively affect yourself and your organization. I believe this style of “deceptive negotiating” is depicted on p.399 of the textbook. It is argued that in the negotiation context, a deal is reached through (ideally) a principled and civil discussion that leads to both parties winning (Hisrich et al., 2017). At the same time, negotiators “exaggerate benefits, ignore flaws, and pretend not to know answers to questions they have the answers to” (Hisrich et al., 2017, p.399). I don’t think any of these latter factors need to be a part of negotiating at all.
How can the entrepreneur walk the fine line between being a good negotiator and being an ethical person?
According to the textbook, there are four strategies that an entrepreneur may use when negotiating to maintain an ethical perspective.
- Build Trust and Share Information. Collaborating to find “mutually beneficial trade-offs” (Hisrich et al., 2017, p.402)
- Asking a lot of questions allows cohesively works with strategy #1, in where after getting answers to your questions, common ground can be found to integrate both perspectives.
- Making multiple offers simultaneously allows for a)you as an entrepreneur to show flexibility, and b)see what the other party values/prioritizes.
- Utilizing differences in expectations is a key to negotiating. In surprising the other party with a higher outcome than they expected, they may be willing to sacrifice a lower outcome they also had an expectation for.
It has been a pleasure to connect and learn with all of you over the past 8 weeks. I wish each and all of you well in your coming career journey. Below is the link to my LinkedIn profile and I hope all of you add me as a networked connection!
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I am glad we had to complete a LinkedIn profile as an assignment for this course. Though I had a profile previous to this assignment, it was generic and I did not do much with it. After completing last week’s assignment, my profile now is much more up-to-date and included way more information than before. Now having this updated profile, I will be able to gain connections and better my career. I read a quote once that said “the best people to lean on for support are the ones you know.” And that is how I plan on using my LinkedIn connections. Whether it will be for career advice or a job referral, these connections will be crucial at any stage of my career. By filtering connections based on their companies, industries, and job functions they hold, I will be able to gain information about a specific company or pursue a specific role (Rowshani, 2020). With a previous background in biomedical engineering, I will be able to use my connections to discuss personal experiences in healthcare administration since I am not in that field. The connections made with my profile can also help to get introduced to others. For example, a connection of mine may work at a company I am interested in, and that connection is connected with a hiring manager at the company. Because I have the initial connection with a familiar, I can get in contact with the hiring manager about job opportunities. In addition, it is possible to ask connections for reference letters that can be used when applying for a new position. Overall, my new LinkedIn profiles and all the connections I make will only enhance my future career.
I will use my networked connections to help find a suitable career for myself. I am currently a dental hygienist, but I am interested in switching over to medical healthcare administration. I know this will be more difficult for me than someone who has a nursing background. Many healthcare administration jobs I see require a nursing background, so I plan on finding work through WCU career services and through my LinkedIn connections.
I enjoy dentistry, however I am looking for something more stable in the healthcare field. In dentistry it is very rare to find an office that provides benefits, vacation packages, or yearly raises. From what I understand, these types of benefits can be found in healthcare, so I am hoping the connections I have made while in this program can help me find the perfect career for myself.
My personal LINKEDIN is katie-montano-20a734191. I look forward to connecting with my fellow classmates and making some great connections that will be beneficial to all of us in our future career paths.
I enjoyed this course and am eager to get started in my journey to become a healthcare administrator.
It was great to get to know you all and I wish you all well.
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