Mary Gentile discusses her book "Giving Voice to Values" and insights on navigating ethical dilemmas in business. Key Takeaways Mary's approach focuses on rehearsing and pre-scripting effective ways to voice one's values when facing ethical conflicts, rather than just philosophical debates. Anticipating objections and finding ways to address concerns while upholding values is key, without requiring the other party to feel shamed. Self-knowledge, understanding motivations/fears of others, and normalizing ethical conflicts as part of doing business enables more constructive conversations. Practicing scenarios and developing scripts allows building "muscle memory" for voicing values effectively in real situations. Voicing Values Effectively Understand your most effective style (questioning, analysis, storytelling etc.) Anticipate objections and reasons/rationalizations for unethical behaviour Frame responses addressing the other party's fears and motivations Position yourself as solving a problem for them, not opposing Build trust by demonstrating understanding of pressures they face Practicing v Role Play Scenarios Unlike role-plays, GVV scenarios have all parties working towards voicing the ethical stance Avoids defaulting to embedded unethical arguments and rationalizations Focuses on developing new, constructive ways to reframe and address the situation Builds "muscle memory" for having these conversations effectively Managing Pressures and Ethical Conflicts Understand your strengths for persuasion that align with your values Explore the other party's fears, risks and what's at stake for them Provide substantive suggestions showing you understand their situation Position yourself as being on their side, not simply opposing them Normalize that ethical conflicts are a normal part of business life Contact Mary via her website: Giving Voice to Values – How to Speak Your Mind When You Know What's Right (givingvoicetovaluesthebook.com)   Contact marcus@laughs-last.com   #givingvoicetovalues #ethicalselling #innovation