An upper management executive of a magazine publishing company, jbl publishing, is negotiating with a union representative regarding production workers’ contract. the main issues are salary increases, health benefits, and flexible work schedules. the union representative is irate, because she just found out, prior to this meeting, that the executive board has received enormous bonuses for the year, at the same time they are refusing to budge on salary increases for the production workers. this activity is important because it allows students to better understand effective negotiation strategies, and then provides an opportunity for them to apply pertinent theory in order to resolve the scenario presented in the video. the goal of this activity is to provide you with problem-solving skills when it comes to issues related to negotiations.

despite alisa’s request for a 7% wage increase for workers with seniority, katherine flat out rejects the request and cites the fact that the company has a salary freeze for all employees. in this situation, katherine is using which type of power to make this decision?

multiple choice

a. legitimate power
b. expert power
c. referent power
d. coercive power
e. reward power