A Book Summary on "Getting to YES" A book by Roger Fisher and William Ury, with Bruce Patton as E... more A Book Summary on "Getting to YES" A book by Roger Fisher and William Ury, with Bruce Patton as Editor The book, "Getting to YES", co-created by Fisher and Ury, is a manual for the laymen to using negotiation techniques that are based on principles, as opposed to positional bargaining, that is thought to be a facilitator for rather less successful negotiations. This so-called positional bargaining is the type that happens when two people reach an arbitrary compromise. In arbitrary compromise, the interests of two people are usually left partially unaddressed, as both have sacrificed a part of one's interest in order to cater to the other. The danger of positional bargaining is that it can produce unwise agreements and also decisions that are detrimental to the relationship between the two because one may concede or yield to the other in order to hasten the process of negotiation. In conceding or yielding, one has already failed to acknowledge his or her interests. In addition to such, a negotiation that considers the relationship of both parties leads to a rather sloppy agreement. On the other hand, a principled negotiation is the type that transcends to a more creative and wise outcomes to conflicts that cater to the interests of both sides. This type of negotiation separates the people from the problem, focuses on interests and not positions, generates a variety of possibilities before deciding what to do, and insists that the result be based on some objective standard. This so-called principled negotiation is the central topic of the book. The authors introduce the book by addressing the reason why there is a need to understand negotiation. It is, as the authors suggest, a universal problem that is dealt with by all of us. Negotiation is somehow inherent in our day-today transactions to face negotiations. However, much to our dismay, this everyday transaction is not an easy fit. As the book suggests, we often negotiate by way of arbitrary compromise. We consider less of our interests and think of the relationship and the person we are negotiating with. In this type of negotiation, people tend to be faced with a dilemma. Meaning, people tend to see negotiation as either soft or hard. The soft negotiator, as the adjective suggests, is the type to consider the relationship between the persons and readily concede in order to reach to an agreement. In the end, this type of negotiator often feels exploited and feeling as if his or her interests were below the interests of the other. In the contrary, a hard negotiator sees the negotiation as a competition; whoever holds his ground the longest fares better and can
The present study talks about heroism and how its tendencies can be facilitated by heroic imagina... more The present study talks about heroism and how its tendencies can be facilitated by heroic imagination using priming with media. Researchers examine whether heroic imagination or the thought of one’s self to engage into a heroic act, as mediated by priming with media, facilitates heroic tendency or the likelihood of an individual to perform a heroic deed. Participants under experimental conditions were primed with heroic imagination using a video depicting an act of heroism while participants under non-primed conditions were tasked to watch a video without heroic ideation. Both groups were then administered the Heroic Propensity Scale to measure heroic tendency and Social Desirability Scale -17 (Stöber, 2001) for divergent validity. Results show that those who were primed with heroic imagination are more likely to be heroic than those who were not primed. These findings support the idea that priming can be an effective way to increase a person’s chances to act heroically. Limitations such as ethical concerns and recommendations on future research about utilization of different modalities aside from priming and media are further discussed in the study. Keywords: Heroism, Heroic imagination, Heroic Tendency, Priming, Media
This paper defines the construct of heroic tendencies through defining heroism and describes the ... more This paper defines the construct of heroic tendencies through defining heroism and describes the process in developing the Heroic Tendencies Scale. Heroic tendencies can only be defined after the explaining heroism. Heroic tendencies is the inclination to do heroic acts. Therefore, it is the inclination of an individual to: (1) volunteer, (2) take risks, (3) disregard recognitions and gains, and (4) to serve those who are in need or in defense of certain principles. Evidence for the reliability and validity of the scale is presented by checking its Cronbach’s Alpha and its convergent validity with two other established scales: the Altruistic Personality Scale, and the Transformational Leadership Scale, as it was indicated in previous researches that heroism is linked with these two. The reliability and the validity of these two established scales are also presented. Results indicate a more reliable scale after the deletion of thirteen items and a valid scale through its positive relationship with the Altruistic Personality Scale and the Transformational Leadership Scale.
A Book Summary on "Getting to YES" A book by Roger Fisher and William Ury, with Bruce Patton as E... more A Book Summary on "Getting to YES" A book by Roger Fisher and William Ury, with Bruce Patton as Editor The book, "Getting to YES", co-created by Fisher and Ury, is a manual for the laymen to using negotiation techniques that are based on principles, as opposed to positional bargaining, that is thought to be a facilitator for rather less successful negotiations. This so-called positional bargaining is the type that happens when two people reach an arbitrary compromise. In arbitrary compromise, the interests of two people are usually left partially unaddressed, as both have sacrificed a part of one's interest in order to cater to the other. The danger of positional bargaining is that it can produce unwise agreements and also decisions that are detrimental to the relationship between the two because one may concede or yield to the other in order to hasten the process of negotiation. In conceding or yielding, one has already failed to acknowledge his or her interests. In addition to such, a negotiation that considers the relationship of both parties leads to a rather sloppy agreement. On the other hand, a principled negotiation is the type that transcends to a more creative and wise outcomes to conflicts that cater to the interests of both sides. This type of negotiation separates the people from the problem, focuses on interests and not positions, generates a variety of possibilities before deciding what to do, and insists that the result be based on some objective standard. This so-called principled negotiation is the central topic of the book. The authors introduce the book by addressing the reason why there is a need to understand negotiation. It is, as the authors suggest, a universal problem that is dealt with by all of us. Negotiation is somehow inherent in our day-today transactions to face negotiations. However, much to our dismay, this everyday transaction is not an easy fit. As the book suggests, we often negotiate by way of arbitrary compromise. We consider less of our interests and think of the relationship and the person we are negotiating with. In this type of negotiation, people tend to be faced with a dilemma. Meaning, people tend to see negotiation as either soft or hard. The soft negotiator, as the adjective suggests, is the type to consider the relationship between the persons and readily concede in order to reach to an agreement. In the end, this type of negotiator often feels exploited and feeling as if his or her interests were below the interests of the other. In the contrary, a hard negotiator sees the negotiation as a competition; whoever holds his ground the longest fares better and can
The present study talks about heroism and how its tendencies can be facilitated by heroic imagina... more The present study talks about heroism and how its tendencies can be facilitated by heroic imagination using priming with media. Researchers examine whether heroic imagination or the thought of one’s self to engage into a heroic act, as mediated by priming with media, facilitates heroic tendency or the likelihood of an individual to perform a heroic deed. Participants under experimental conditions were primed with heroic imagination using a video depicting an act of heroism while participants under non-primed conditions were tasked to watch a video without heroic ideation. Both groups were then administered the Heroic Propensity Scale to measure heroic tendency and Social Desirability Scale -17 (Stöber, 2001) for divergent validity. Results show that those who were primed with heroic imagination are more likely to be heroic than those who were not primed. These findings support the idea that priming can be an effective way to increase a person’s chances to act heroically. Limitations such as ethical concerns and recommendations on future research about utilization of different modalities aside from priming and media are further discussed in the study. Keywords: Heroism, Heroic imagination, Heroic Tendency, Priming, Media
This paper defines the construct of heroic tendencies through defining heroism and describes the ... more This paper defines the construct of heroic tendencies through defining heroism and describes the process in developing the Heroic Tendencies Scale. Heroic tendencies can only be defined after the explaining heroism. Heroic tendencies is the inclination to do heroic acts. Therefore, it is the inclination of an individual to: (1) volunteer, (2) take risks, (3) disregard recognitions and gains, and (4) to serve those who are in need or in defense of certain principles. Evidence for the reliability and validity of the scale is presented by checking its Cronbach’s Alpha and its convergent validity with two other established scales: the Altruistic Personality Scale, and the Transformational Leadership Scale, as it was indicated in previous researches that heroism is linked with these two. The reliability and the validity of these two established scales are also presented. Results indicate a more reliable scale after the deletion of thirteen items and a valid scale through its positive relationship with the Altruistic Personality Scale and the Transformational Leadership Scale.
Uploads
Papers by Rodna Jeliane M . Closas
Keywords: Heroism, Heroic imagination, Heroic Tendency, Priming, Media
Keywords: Heroism, Heroic imagination, Heroic Tendency, Priming, Media