Study Hall » ethics

Who Decides On Issues Affecting Technology And Ethics?

Hutt Bush — Wed, 28 Oct 2009 08:00:28 +0000

Technology and ethics: an increasingly troubling set of concerns. We have expanding abilities to challenge the status quo of human beings in ways that can be amazing, but also frightening and horrific. Cloning, stem cell therapy, genetic engineering are ready examples.

Who decides? On what basis are decisions made? What kind of accountability and oversight is needed to assure ethical outcomes? Whose ethics form the basis for the answers to these questions?

It’s clear that technology can be used for good or ill. How do you propose to address this paradox? What kinds of guidelines would you suggest if you were suddenly charged with running things?

Please let me hear from you on this so that I can share the answers.

“Influencing With Integrity” ~ A Classic In The Field Of Sales And Negotiation Communication

Hutt Bush — Tue, 11 Aug 2009 09:00:50 +0000

Writer Jay Abraham says, “Whatever area you work in, you do have clients and you do need to sell.” This notion of ”everyone sells something” can be translated into “Everyone influences others” because selling is a form of influencing and persuading.

What we have often objected to about selling is that it can include unfair or undue forms of influence or persuasion. The stereotype of the “used car salesman” involves manipulation and psychological pressure – and, of course, we want to avoid that kind of behavior.

However, persuasion and influence can be performed ethically. Genie Laborde’s book, Influencing With Integrity, is a classic in sales communication and I recommend it highly:

http://www.amazon.com/Influencing-Integrity-Genie-Z-Laborde/dp/0933347103

How well are you at “influencing with integrity”? Can you make the leap to seeing selling as influencing? What are the implications of this shift in perspective for you as both a seller and a buyer?

Thoughts On The Consultative Sell

Hutt Bush — Mon, 10 Aug 2009 09:00:59 +0000

There’s an old saying that, “Nothing happens until somebody sells something” – no doubt penned by a sales manager given to exaggeration. Selling has sometimes been a very controversial and difficult topic for clients over the years . . . primarily because few people want to be perceived as overly pushy or aggressive. Yet, an effective sales strategy and execution is essential for any business to grow.

The consultative sales approach is a way to simultaneously be of service to a prospect as well as promote a sale for your company or employer. The salesperson assumes a role as an ethical consultant who advises the client with a useful analysis of the client’s situation . . . and, based on the resulting recommendations, there is or is not a further recommendation to buy from the salesperson / consultant.

How do you feel about selling? Has it been difficult or easy for you? Are there situations where it is either more difficult or easy than others? How necessary is it for you to be involved in an active selling process? What are some breakthroughs that you would enjoy as a salesperson?

Victory Is Not Victorious If It Means Violating What You Stand For

Hutt Bush — Thu, 16 Jul 2009 09:00:41 +0000

Victory in its most meaningful sense is aligned with higher purpose. A passage from the Bible says, “For what shall it profit a man if he shall gain the whole world and lose his own soul?” In other words, can you truly be victorious if you win all the worldly games, but forfeit yourself?

A spiritual component of victory can deepen our understanding of what it means to win. Obviously, winning at all costs is inconsistent with moral or ethical conduct. Victory is not really victorious if it means violating your conscience and what you stand for.

In our culture, we are often given mixed messages about what comprises victory. There is huge emphasis, for example, on financial accomplishment, yet often people who achieve great things financially find that their financial victories don’t guarantee happiness.

What are your standards of conduct in seeking victory / winning / fulfillment / accomplishment? Is there just one moral code regarding your victories, or do you have different rules for personal and business? What role, if any, does spirit – however you define it – play in your life regarding victory?

The Influence of Others On Decision Making

Fri, 05 Jun 2009 11:00:00 +0000

Among the most intriguing areas of decision making is how to ethically influence others to make the decisions that you want them to make. Sales is a classic example of intentionally influencing decision making. Most of us have experienced situations where we’ve felt pressured to buy something and, depending on the degree of pressure, we’ve felt some level of discomfort.

How do you handle heavy-handed influence over your freedom to decide for yourself? Have you ever found yourself trying to sell someone on your desires?

Where do you draw the line when influencing decision making? Can you be trusted to act with respect and integrity for the other person’s right to decide?