Assignment:
What are the main arguments you will be trying to counter? What are the reasons and rationalizations you need to address?
What's at stake for the key parties, including those with whom you disagree?
What levers can you use to influence those with whom you disagree?
What is your most powerful and persuasive response to the reasons and rationalizations you need to address?
Ethics Case: Reasons and Rationalizations
Brian is proud to manage the highest perfoming sales team in his computer hardware company. His group focuses on institutional end- users and has led the firm in sales perfomance for almost two years now. Brian took over the group 9 months ago andis pleased and relieved that they have been able to continue the winning streak under his leadership.
Nevertheless, lately he has been findinghimself losing sleep overanever growing list of questionable practices he has begun to notice. He recognizes the intense pressure his folks are under to meet andeven exceed their numbers pressures that come from the company on the one hand, and from the intensepersonal competitiveness that his salespeople bring to their jobs on the other. And then thereare the bonuses tied to meeting sales goals, and the desiretoplease, and thereby retain customers.