Power
Power based on the ability to hand out punishment
Coercive power
What is Tomé's position at UPS?
CEO/Chief executive
First stage in which each party determines it's goals
Preparation
The use of behaviors to cause behavioral changes in others
Influence
Resolution style where one party remains neutral, stays away from conflict, or postpone the conflict
Avoiding
Power based on expertise or knowledge
Expert power
Who was the first female CEO at UPS?
Carol Tomé
The final stage of negotiation process, in which the agreement is finalized
Closing and commitment
When the target is allowed to participate in decisions being made
Consultation
The degree to which managers have the right to make decisions on their own
Discretion
Power based on the control of resources or benefits
Reward power
Where did Tomé work before UPS?
Home Depot
A negotiator’s best alternative to a negotiated agreement
BATNA
Use of logical arguments and hard facts to show that the request is worthwhile
Rational Persuasion
The use of power & influence to direct the activities of followers toward goal achievement
Leadership
Power based on the attractiveness and charisma of the leader
Referent power
A company that provides global delivery services
UPS
The third stage of negotiation process, where each party gives and takes to reach an agreement
Bargaining
Both parties work together to complete the request
Collaboration
The ability to influence the behavior of others and resist unwanted influence in return
Power
Power based on authority or position
Legitimate power
What has caused UPS to struggle with demand, limited capacity, and rising costs
A shift in e-commerce
2nd stage of negotiation where each party makes a case and provides information
Exchanging information
Appeals to target values ideals creating an emotional or attitudinal response
Inspirational appeal
What year was UPS founded?
1907