Question: Behavioral Tactics-Appropriate or Not? You are a woman who is a unit manager with a master's degree in health administration. You are about to present your proposed budget to the CEO, who is a man. You have thoroughly researched your budget and have adequate rationale to support your requests for increased funding. Because the CEO is often moody, predicting his response is difficult. You also are aware that the CEO has some very traditional views about women's role in the workplace, and generally this does not include a major management role. Because he is fairly paternalistic, he is charmed and flattered when asked to assist "his" nurses with their jobs. Your predecessor, also a woman, was fi red because she was perceived as brash, bossy, and disrespectful by the CEO. In fact, the former unit manager was one of a series of nursing managers who had been replaced in the last several years because of these characteristics. From what you have been told, the nursing staff did not share these perceptions.

You sit down and begin to plan your strategy for this meeting. You are aware that you are more likely to have your budgetary needs met if you dress conservatively, beseech the CEO's assistance and support throughout the presentation, and are fairly passive in your approach. In other words, you will be required to assume a traditionally feminine, helpless role. If you appear capable and articulate, you may not achieve your budgetary goals and may not even keep your job. It would probably not be necessary for you to continue to act this way, except in your interactions with the CEO.

ASSIGNMENT: Are such behavioral tactics appropriate if the outcome is desirable? Are such tactics simply smart negotiation, or are they destructively manipulative? What would you do in this situation? Outline your strategy for your budget presentation, and present rationale for your choices.