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Persuasive response

Read the case. Write 5-7 page executive summary on the case, including answers to the following questions:

  1. What are the main arguments that Sarah is trying to counter? That is what are the reasons and rationalizations she needs to address in deciding how to handle the meeting with Paul Henley?
  2. What is at stake for the key parties in this case? What are Sarah’s ethical obligations to them?
  3. Should Sarah’s decision on revenue recognition in 2017 influence how she handles the DSS transaction?
  4. Should Sarah follow Shannon’s advice? What if she does and Paul Henley does not back off? What else can she do to strengthen her position?
  5. What is the most powerful and persuasive response to the reasons and rationalizations Sarah needs to address? To whom should the argument be made? When and in what context?
  6. What should Sarah do next if all parties at Solutions Network support Paul’s position and flat out tell Sarah to be a team player?

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