Page 163 - DMGT519_Conflict Management and Negotiation Skills

Unit 8: Role of Attitude and Persuasion

If the empirical distinction between terminal and instrumental values is due to shifting scale Notes
use, it should be reduced or disappear when respondents first anchor their ratings for the whole
scale before rating the values. In the new survey form, as in previous research, a list of terminal
values preceded a list of instrumental values. Here, however, an anchoring technique was
introduced prior to rating each list in order to minimize shifts in scale use. If distinct terminal
and instrumental regions emerge in the multidimensional value space, despite the probable
reduction in scale use shifts, the conceptual significance of this facet will be reinforced. If,
however, distinct regions do not emerge, further doubt will be shed on the significance of this
facet for the organization of people’s values.
8.2.3 Managing in Globalization

Just as there are different countries throughout the world, there are many different value systems.
In today’s world, globalization is taking a bigger and bigger role, making it very important for
these different groups to recognize and thoughtfully respect those values of their customers or
associates even though they do not have the same values. Managers must learn that when
working with these adverse values in their company, to avoid prejudging the adverse values
that they come into contact with throughout the course of their work. Values are culturally
based. In a global society, tolerance is one of the most important aspects. When tolerance is not
thoughtfully recognized it has the potential to divide societies from one another.

8.2.4 Ethical Behavior

First, ethics is the concept of having moral values and behaviors. Ethical behavior is conducting
ones self in a way that is common with a certain set of values whether personal or institutional.
Businesses are dependent on their reputations, so when a company withholds strong ethical
values it brings positive results. One effect of ethical behavior is the retention and attraction of
employees. Employee turnover tends to be lower as well as an increase in applicants resulting
in higher qualified employees. Unethical behavior can hurt a company, so through technology
businesses are able to monitor Internet content.
In a business, there are individual and organizational influences that affect ethical behavior. The
individual influences are value systems, which is a persons own set of moral values, locus
control, which is a personality trait distinguishable between personal responsibility and fate or
by chance, Machiavellianism, which is another personality trait where a person will do whatever
it takes to get their way, and finally, cognitive moral development, which is a person stage of
maturity. The organizational influences are a businesses own code of conduct, an ethics committee
or officers, training programs, an ethics communication system, norms amongst the business,
modeling, and a rewards and punishment system.
The individual influences of a company are extremely important for running a business with
ethical behavior. Value systems are vital because ones ethics may be different from that of the
company. This could be a serious conflict of interest. For example is a dishonest person is
presented with a situation to lie for financial reasons will he follow his own ethical behavior or
the organizations? The individual might think why be honest if honesty doesn’t pay? (A. Bhide
& H. H. Stevens, 121) External locus of control where a individual believes that their actions are
a result of an unknown force or chance can be damaging to ethical behavior because the individual
doesn’t accept responsibility like internal locus control. Machiavellianism is not a standard of
ethical behavior because the main method is being able to manipulate others around you for
your own benefit rather than the organization. Cognitive moral development affects ethical
behavior amongst an organization depending on the level an individual is at. Level 1 or premoral
level, the individual bases their judgments on rewards and punishments. Level 2 is where the
individual follows policy only if it is in their best interests. Level 3, people just perform to

LOVELY PROFESSIONAL UNIVERSITY 157