Leveraging Power from BATNA Review the Learning Exercise: Unhappy Co-Owners and address the following: a. Assuming your Best Alternative to a Negotiating Agreement (BATNA) is letting a court sell the property, discuss how it may help you reach an agreement. Recommend other strategies that you could use to accomplish a successful negotiation. b. Discuss your power sources and your co-owner’s power sources in this negotiation, and analyze how you can strengthen your power position. c. Propose a logical and an emotional argument to persuade your co-owner to agree to a deal. d. Describe a nonverbal communication technique that you will use to persuade your co-owner that your proposal is a win-win proposition. e. Describe a threat you can make that would force your co-owner to make concessions. Learning Exercise: Unhappy Co-Owners You have inherited from your parents half of an undivided interest in a summer home with some prime acreage on a nearby lake. Your co-owner was your father’s friend and partner in a number of enterprises. For years your two families have shared this summer house on alternating weekends and holidays without any problems. Your co-owner, however, is ready to sell the property and believes someone will buy it to redevelop it from a summer cottage to four upscale vacation homes. You are not interested in selling, but are willing to buy out your co-owner at the current fair market value. That value is considerably less than your co-owner believes the property is worth. When you can’t reach an agreement, your co-owner simply sells his interest to a third party, who may or may not be the potential developer. This new co-owner tries to buy you out, and when you refuse he begins to make changes to the property without consulting you. When you complain, he threatens to petition a court to force the sale of the land which would mean both of you would lose control, which he thinks you are not willing to allow. You decide to try to negotiate a deal so you can continue to use the property as you did when you were growing up. In order to do so, your co-owner will have to shelve any improvement plans he has for the property Your paper should be four pages in length formatted according to APA style. Utilize three to four scholarly sources in addition to the textbook. Be sure to cite your sources within the body of your paper and on the reference page. Textbook: Carrell M.R. & Heavrin, C. (2008) Negotiating Essentials: Theory, Skills, and Practices. Pearson Prentice Hall Taylor Ambulance 1 Taylor Ambulance 4 Taylor Ambulance Service Tim Crosby University of Phoenix September 7, 2014 Revised September 14, 2014 CURRENT ETHICAL ISSUES My fictional organization is Taylor Ambulance Care. This organization is a leading provider for emergency in-route health care services and it mainly deals with medical emergencies, medical su ...

1. Leveraging Power from BATNA
Review the Learning Exercise: Unhappy Co-Owners and address
the following:
a. Assuming your Best Alternative to a Negotiating Agreement
(BATNA) is letting a court sell the property, discuss how it may
help you reach an agreement. Recommend other strategies that
you could use to accomplish a successful negotiation.
b. Discuss your power sources and your co-owner’s power
sources in this negotiation, and analyze how you can strengthen
your power position.
c. Propose a logical and an emotional argument to persuade
your co-owner to agree to a deal.
d. Describe a nonverbal communication technique that you will
use to persuade your co-owner that your proposal is a win-win
proposition.
e. Describe a threat you can make that would force your co-
owner to make concessions.
Learning Exercise: Unhappy Co-Owners
You have inherited from your parents half of an undivided
interest in a summer home with some prime acreage on a nearby
lake. Your co-owner was your father’s friend and partner in a
number of enterprises. For years your two families have shared
this summer house on alternating weekends and holidays
without any problems. Your co-owner, however, is ready to sell
the property and believes someone will buy it to redevelop it
from a summer cottage to four upscale vacation homes. You are
not interested in selling, but are willing to buy out your co-
owner at the current fair market value. That value is
considerably less than your co-owner believes the property is
worth. When you can’t reach an agreement, your co-owner
simply sells his interest to a third party, who may or may not be
the potential developer.
This new co-owner tries to buy you out, and when you refuse he

2. begins to make changes to the property without consulting you.
When you complain, he threatens to petition a court to force the
sale of the land which would mean both of you would lose
control, which he thinks you are not willing to allow. You
decide to try to negotiate a deal so you can continue to use the
property as you did when you were growing up. In order to do
so, your co-owner will have to shelve any improvement plans he
has for the property
Your paper should be four pages in length formatted according
to APA style. Utilize three to four scholarly sources in addition
to the textbook. Be sure to cite your sources within the body of
your paper and on the reference page. Textbook: Carrell M.R. &
Heavrin, C. (2008) Negotiating Essentials: Theory, Skills, and
Practices. Pearson Prentice Hall
Taylor Ambulance 1
Taylor Ambulance
4
Taylor Ambulance Service
Tim Crosby
University of Phoenix
September 7, 2014
Revised September 14, 2014
CURRENT ETHICAL ISSUES
My fictional organization is Taylor Ambulance Care. This
organization is a leading provider for emergency in-route health
care services and it mainly deals with medical emergencies,
medical supply and patient transport services, and community
awareness. Taylor Ambulance Care delivers most community
services and we try as much as possible to be inexpensive so

3. that all residents of Kelsey can afford our services and I am
glad to say that that we have done so for 10 years. Thanks to the
staff members who have come to work with us and the donors
who have channeled most of their donations to this corporation
to make us what we are today.
We deliver community-based treatment by supporting the
immediate need of people with serious illnesses or injury. We
help local schools and other large facilities learn the basics of
what to do in a medical emergency. Also, we handle overflow
calls from the neighboring cities in the event of an epidemic. At
Taylor Ambulance Care we have made it a policy to help others
and not care about profits because our main aim is to help
others see the beauty of this life and how to save one. In my
opinion the beauty of life cannot be seen if we overburden our
patients with medical bills.
Emergency medical treatment and other services that I have
mentioned above that we do offer are very expensive and it is
true to say that most people would not afford the typical
expenses from emergency care and therefore, they would choose
to stay at home and remain with their medical problems. That is
not our agenda and there was no point of starting the
organization in the first place if it will not help those for whom
this was intended. This is the main reason why we operate at
zero profits and if we wanted to make money and not help the
people of America then we would have started another kind of
business with the money we had instead of this mental care and
development treatment organization.
Taylor Ambulance Care is widely recognized for its
improvement in emergency medical services for the citizens of
Kelsey. Taylor Ambulance Care is fully attributed by the Joint
Commission. We the services of over 70 trained paramedics and
technicians and more than 26 emergency vehicles to more than
7,600 persons annually at our service midpoints and schools in
the Kelsey area. We also offer assistance to more than 150

4. corporations who want to raise awareness about emergency care
in the workplace or educational facilities. Additionally, more
than 9,000 of our patrons contact our offices every month for
emergency service requests and employee recognition.
Mission Statement
Our mission is to shape healthy societies by assisting persons
and families who are affected or suffering from emergency
illness or injury, creating community awareness, and providing
a safe environment in which to transport patients and medical
supplies.
Vision Statement
All individuals requiring emergency services, emergency
situation education, and medic-related transport can rely on
Taylor Ambulance Care.
Current moral and ethical issues faced by my virtual
organization.
Professionalism is one of the ethical issues my organizations is
facing and this because many of our employees are also life-
long citizens of Kelsey and have grown up with each other or at
least are very familiar with one another. The Taylor Ambulance
Care ethics policies have it that all employees are expected to
perform their works with absolute professionalism. We have
tenured employees who have a sense of entitlement and do not
follow protocol as they should, and those who were employed in
the most recent years tend to follow the examples set by our
veteran staff members. We have found a way of dealing with
this problem. We have begun training, those who have been
recently employed to Taylor Ambulance Care, through outside
agencies, and in the near future they will be the best in class.
This is because we have invested in them and placed them in a
more suited training environment. (Clark, 2003).
Dignity and worth is another ethical issue facing Taylor
Ambulance Care. All the employees are expected to remember
that human life should be respected and no amount of silver and
gold can purchase another human’s well-being and/or life.

5. Therefore, we choose to help them and not ask for what they
can offer. As I made it clear that this organization is a non-
profit organization but some employees cannot resist the urge to
take small tokens from our customers who come desperately in
need of our help and would offer anything to see they are
receiving treatment from us even if we are out of their budget.
To solve this problem we have made it a rule that no employee
should receive any token from the customers because they will
be charged of corruption. Breaking this rule will going against
the ethics we have put in place (Svensson, 2003).
The other ethical issue is the competency levels and there is a
problem with new employees who come and lie about their
qualifications and experience so that they will be employed with
us. Sometime they get away with this but this is endangering the
lives of the people who trust us to help them and that will not
be tolerated under no circumstances. Once we have identified an
employee who lied about their qualifications we have no choice
other than to terminate them with immediate effect.
Conclusion
This is not an easy path and challenges are always ahead but
quitting is never an option because we are winners and no
matter how hard it gets, Taylor Ambulance Care will continue
to support and help those with emergency service requests,
emergency situation education, and medic-related transportion.
References
Svensson, J., (2003). “Who Must Pay Bribes and How Much?
Evidence from a Cross-Section of Firms,” Quarterly Journal of
Economics, 118. Page 207
Clark, M., (2003). "Corporate Ethics Programs Make a
Difference, but not the only difference", HR Magazine
Publishers. Page 36.
Peters, T.J., & Austin, N. ,(1985), Passion for Excellence: The

6. Leadership difference. New York: Ballantine.
Taylor Ambulance Care Code of Ethics
By Tim Crosby
Student, University of Phoenix
September 14, 2014
Attention:
-All Employees
Below we have outlined our Code of Ethics. This code of ethics
will ensure a safe environment in which all persons are viewed
as equals in religion, race, age, culture, and gender.
Additionally, our expectation of moral standards will be aligned
with the ethical standards that will hereby be mandatory to
follow or act upon. All resolutions, acts, and decisions will be
made as a direct correlation with our ethical codes. Levels of
accountability will be held against those who fail to follow
these codes up to and including suspension or termination, as
well as legal pursuits such as prosecution seeking justice to the
fullest extent that law will allow.
The Code of Ethics is as follows:
*Respect all persons and their rights to all accommodations
provided by (1) our county’s laws and bylaws, and (2) our
company’s codes of business conduct and ethics.
*Stay compliant with all acts and laws relating to the privacy of
other staff members as well as our customers.
*All company communications to employees are to remain
proprietary; not for public exposure.
*Maintain our company’s integrity. Do not discuss policies,
agendas, personal perspectives, etc. with anyone outside our

7. company’s employment.
* Leaders lead by example. Management will demonstrate high
levels of moral and ethical conduct in a way to show our
expectations of others.
*Safety is a first! Taylor Ambulance Care is dedicated to
maintaining a healthy environment. Safety manuals and
communications will be updated and dispensed regularly.
*When it comes to accepting gratuities from our patrons or
other businesses, please be careful as to not do so in a way that
creates an aspect of entitlement, or a way that demonstrates
favoritism. Courtesies that are overly lavish or expensive must
be declined multiple times until the offer is successfully
rejected or the person making the offer becomes frustrated with
your declination of the offer. At this point, accept the offer but
make your supervisor aware. Do not offer business courtesies
without preapproval.
At Taylor Ambulance Care, we must have the courage to tackle
tough situations and make difficult choices. Be confident that
Taylor Ambulance Care is committed to educating our staff and
patrons to do the right thing. At times, this will seem like doing
more than any policy or law will allow may be the appropriate
course of action. However, we educate others to know that just
because a course of action seems to have a potentially more
suitable outcome, does not mean we need to pursue that
decision.