2.4.6 Experts Comment: The Tennis Pro and the Airline Pilot

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From the course by University of Illinois at Urbana-Champaign

Leadership and Influence

15 ratings

University of Illinois at Urbana-Champaign

Leadership and Influence

15 ratings

Course 3 of 4 in the Specialization Professional IQ: Preventing and Solving Problems at Work

The only thing you get to change is yourself, and in the prerequisites to this course we’ve given you real tools to do that. Now, use those tools to influence the course of your future, your team's future, and your organization's future. Make a plan for yourself that will help you help others, and learn skills to make it happen. Listening and being sure of your values underpins everything that comes with professional influencer and leadership soft skills. We’ll go on to look at self-assessment and leadership planning, negotiation, addressing and resolving conflict, and successfully identifying and promoting circumstances you want. After this course, you will be able to: - state your own mission and plan with confidence - negotiate and persuade - deal with difficult people - contribute to crafting a working environment you want to work in The prerequisites for this course are Courses One and Two of the Specialization "Professional IQ: Preventing and Solving Problems at Work".

From the lesson

Week 2: Influence, Persuasion, and Negotiation

Learn how influence and persuasion are key to leadership and some essentials negotiation concepts and skills. Explore more about effective communication.

2.4.1 Using What You Already Know0:49

2.4.2 2MC: The Tennis Pro and the Airline Pilot1:05

2.4.3 Stages of Negotiation7:48

2.4.4 Errors in Negotiators’ Frames7:10

2.4.5 My Friend's Car7:01

2.4.6 Experts Comment: The Tennis Pro and the Airline Pilot4:40

Meet the Instructors

C. K. Gunsalus
Director of the National Center for Professional and Research Ethics (NCPRE), Professor Emerita of Business, and Research Professor at the Coordinated Science Laboratory

[MUSIC]

We started this lesson with a dilemma involving the tennis pro and

the airline pilot, how do these skills apply to that?

Well, first let's start by figuring out what kind of interaction this is.

It's a little bit of a deal, and a little bit of a dispute because you have a deal

with the airline pilot and you'd like to come to a deal with your boss.

If you can't come to a deal with your boss, you have a dispute.

As you prepare to talk with your boss one more time,

there are some things to think about.

What are your boss's interests here?

Is your boss's interest that you not give free lessons at the club or

that you not give free lessons at all?

Is your boss's interest that he did this and got caught and

got into trouble, and so he's really sensitive about this whole thing?

And he's wanting to make some sort of public issue out of it or

does he have some other interest and can you uncover that?

Does your boss have any interest in being perceived as fair and even handed or not?

So, the more you understand about the boss's interest,

the more likely you are to find an effective way through this.

>> I'd talk to my boss and ask him or her

about the fact that they apparently have taken advantage of the same opportunity.

If the boss persists and says no you can't do it,

Then I think you have, and if you want to keep working there,

then I think you've gotta pay for your ticket that you've got.

If you don't want to keep working there, then you could quit and

go give the pilot lessons on your own.

But I think that you have to do something.

You can't just keep the free ticket and

not give the lessons and succumb to your boss's wishes.

>> In tennis pro and the airline pilot, in scene one,

you are bartering a valuable resource of your company.

Tennis pro times, lessons for tennis in exchange for free trip or

free travel offered by your customer, a pilot with a major airline.

Both of you are offering things that aren't yours to be offered.

You can't sell something that's not yours.

And this is as old as we've been trading, buying and selling things.

This goes back to the Hammurabi Code of Babylonia, 1370 or so BCE.

If you own it, you may be able to take it to market place to sell it but

you can't sell someone else's goods or services.

When I sell time, when I sell services, when I sell

lessons at my tennis club I'm selling on behalf of my employer.

We sell time and expertise, it's not mine to give away.

Off the books transactions, and informal resopositry with a customer,

the airline pilot, is a kind of bartering, that may be okay if it's

my travel agency, if it's my airline, or if it's my tennis club.

But it's not okay for

my employees to engage in it because it's not yours to sell or buy.

>> Either way whether you can negotiate something with your boss, or

not, you still owe the airline pilot.

So depending on your boss's interest,

if your boss's interest is you not give free lessons at the tennis club,

would it be appropriate for you to give a free lesson at a City park?

Would that be possible?

Or is there something else at issue?

The more you find out about what your boss's interests are,

the more likely you are to be able to work out something that leaves you both feeling

okay about it, if not great, because you may still think he's a hypocrite.

You still have an obligation to make it right with the airline pilot.

And how you do that may be giving a lesson and

it may mean paying for a lesson at the club.

Either way, that's a deal you still have to honor.

[MUSIC]

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