Jim
Cantor has worked for a large, global telecommunications firm for 12 years.
He’s built a great reputation and taken on broad responsibilities within the
community where he’s lived during this time. Jim was recently informed by his
sales manager that he was being promoted from a direct sales position in the
field to a staff manager position in the Office of the Regional Vice President
of Sales. Jim’s new responsibilities will involve managing the sales
compensation plan and recognition programs for the Eastern Region of the U.S.
and he will be supervising seven direct reports. In addition to being promoted,
Jim has been nominated and accepted into the company’s prestigious Leadership
Development Program.
In order to accommodate his promotion, Jim relocates to a new state, purchases
a new home, and begins to successfully plug into the new community. One
morning, Jim arrives at his desk and finds a hand written note attached to a
document. The note is from one of the Sales Vice Presidents who reports to the
Regional Vice President of Sales. It indicates that “Attached is a copy of
the sales compensation plan for the leading competitor firm” and that Jim
should review, analyze, and figure out how his firm could take advantage of
this information.
Jim knows that to be successful in his new position and to stay in the
Leadership Development Program, he has to prove himself and demonstrate to the
Sales Vice Presidents that he brings added value to the firm. However, Jim is
uneasy about what he is being asked to do – he is unsure if it is ethical, and
he feels there’s a lot at stake for him personally if he jeopardizes his
position.
Jim decides to seek out his HR Manager for advice and guidance.
You are the HR Manager in this scenario.

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Using the Eight Steps Approach, what would you do and what advice
would you give Jim?

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What challenges did you encounter in applying the Eight Steps
Approach?

Step 1: Gather the Facts

Step 2: Define the Ethical Issues

Step 3: Identify the Affected Parties (Stakeholders)

Step 4: Identify the Consequences

Step 5: Identify the Obligations

Step 6: Consider Your Character and Integrity

Step 7: Think creatively about potential actions

Step 8: check your gut