Bob,an Executive at Mars Candy Corporation,wants to Increase Revenue

question 182

Essay

Bob,an executive at Mars candy corporation,wants to increase revenue.He negotiates with apparel retailers to carry a line of M&M merchandise.Which managerial skills did he use and when did he use them?

---

Definitions:

Manipulation and Co-optation

Techniques used in organizational change management where manipulation involves unobtrusively steering people towards desired behaviors, while co-optation involves winning over or neutralizing opposition by incorporating key individuals into the change process.

Conflict Resolution

The process of resolving a dispute or disagreement between two or more parties in a constructive manner.

Smoothing

In conflict resolution, smoothing refers to an approach that emphasizes agreement and minimizes disagreement to reach a harmonious outcome.

Superordinate Goals

Goals that are shared and require cooperative efforts from individuals or groups that might otherwise have individual or conflicting objectives.