Desiciones personales al momento de elegir

Exercise 1.1. Personal Choices in Decision Making

(Reprinted by permission of Jeanne M. Brett)

Directions: There are three parts to this exercise. First, read the directions below and make your 9 choices in Part 1. Then score yourself in Part 2. Finally, benchmark yourself by comparing yourself to managers around the world in Part 3.

Part 1. Making Personal Choices

This set of questions asks you to allocate points to you and to another person. Imagine that the other person is someone you do not know (that is, you have never met this person before). You will not knowingly meet or communicate with this person. However, at the same time that you are making choices, the other person will also make choices that determine the number of points you receive and the number of points he or she receives. The points represent something of value to you—each point is valuable to you, and so, the more points you accumulate the better for you. The same holds true for the other person: the more points the other person accumulates, the better for him or her.

        Example

        A.        You get 500; other gets 100

        B.        You get 500; other gets 500

        C.        You get 550; other gets 300

If you chose A you would receive 500 points and the other person would receive 100 points; if you chose B, you would receive 500 points and the other person would receive 500 points; if you chose C, you would receive 550 and the other person would receive 300 points. Note: Your choice influences both the number of points you receive, as well as the number of points the other person will receive.

                For each of the 9 choice sets below, please select either A, B, or C. Please keep in mind that there are no right or wrong answers and that the points are valuable both to you and to the other person.

Part 2. Scoring Personal Choices

Transfer your choices to this scoring sheet by circling your choice A, B, or C for each question. Then count the number of circled choices in each column. If you have 6 or more choices in a column, your social motives can be characterized by the column headings Cooperative, Individualistic, or Competitive.

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