Purpose: Upon completion of this assignment, you will be able to distinguish between integrative and distributive negotiation theories and apply a normative leadership theory to an organization.
Instructions: Referencing the readings and resources provided in the week:
https://www.techtarget.com/whatis/definition/compliance-gaining-behavioral-compliance-gaining
The Principles of Persuasion Aren’t Just for Business
answer the following questions in an essay with a minimum of 600 words with 2 sources (1 can be the textbook).
Does the wide gap between the pay of low-wage employees and Disney executives cast the shadow of privilege? Is such a wide gap ethically justified?
Was withholding the bonus from union employees an unfair negotiation tactic or a legitimate strategy? What role did the Occidental report play in the union’s success?
Do you think Disney would have agreed to meet union demands if it hadn’t been for the threat of the ballot initiative? Was this an unfair negotiation tactic?
Discuss whether integrative or distributive negotiation or both was used in the negotiations.
In your view, which normative leadership theory is most likely to turn Disney around?
Adapted from Johnson, Craig E.. Meeting the Ethical Challenges of Leadership (p. 235). SAGE Publications. Kindle Edition.
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Reading resources
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