Additional Case 15.3 Wear and Tear Is a Large Manufacturer with About 250

question 1

Multiple Choice

Additional Case 15.3
Wear and Tear is a large manufacturer with about 250 employees. At the moment, they are in new contract negotiations with their union. Cole, the firm's labor relations specialist, is heading the negotiations for management. Natalie is labor's representative.
Cole doesn't know if he likes working with Natalie. He was able to make her predecessor agree to his terms whenever they negotiated contracts. Natalie is tougher to deal with. She tends to emphasize what bad things can happen to Wear and Tear and to him if her point isn't granted.
Negotiations have been going on for several days. Cole tells Natalie that if they will accept wage concessions, the company will give employees stock to compensate for the loss in wages. Natalie declines the offer and is unwilling to negotiate further. She reminds him that the contract expires in two days and that the workers will strike if they don't have a new contract by that time.
-Refer to Additional Case 15.3.Cole's negotiating strategy with Natalie is most likely:

• A) a distributive bargaining strategy.
• B) one based on bargaining power.
• C) an integrative bargaining strategy.
• D) a union acceptance strategy.

---

Definitions:

Life Span

The maximum duration of life of a species or individual, or the period from birth to the present for a living individual.

Developmental Psychology

The branch of psychology that studies how people grow and change throughout the life span, from infancy to old age.

Personality Changes

Modifications in an individual's characteristic patterns of thinking, feeling, and behaving that may occur due to various factors including life experiences, trauma, or mental health conditions.

Life Course

An approach in sociology and psychology that studies individuals and their changes in behavior or life path over their lifespan, often in a social context.