In One of the Case Studies in the Textbook, Cy

question 18

Multiple Choice

In one of the case studies in the textbook, Cy Chesterly was the vice president in charge of sales for one of the largest machine parts manufacturers in the Midwest. He was an excellent salesman and helped build the company into one of the most successful in the industry. While Chesterly was known to go overboard on the entertainment expenses, he really went wild when it came to buying personal items-vacations, furniture, and jewelry to name a few. He was caught, however, and his lifestyle came to a halt. What was the most likely reason that the company didn't have Chesterly prosecuted?

• A) Chesterly was well liked by everyone and, with new management coming in, the company thought that prosecuting him would have a negative impact on morale.
• B) Chesterly's wife became seriously ill and the company felt that it would have been too much of a blow to her recovery if he were in prison.
• C) Some of the company's customers were believed to have been involved in Chesterly's schemes.
• D) He agreed to mortgage his home to repay the money.

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Definitions:

Resistance Point

The least favorable outcome that a negotiator is willing to accept before walking away from the negotiation table.

Accommodation Strategies

Conflict resolution methods where one party yields to the other's desires or demands in order to maintain harmony and avoid confrontation.

Bargaining Mix

The combination of topics, issues, and interests that are negotiated during a bargaining process.

Negotiation Steps

The structured phases or actions undertaken during the process of negotiating, typically including preparation, discussion, clarification of goals, negotiation towards a win-win outcome, agreement, and implementation.