Vignette Case #19
Nicole Graziano, Cynthia Flores Fischer, Russell Haimowitz, Monica Moss
MGT/445
May 27, 2013
Christopher Pahl

Introduction Our team has come up with two different standpoints for the vignette case. There are negotiation strategies that can be used based on the sources of power. The two basic types of negotiation are distributive and integrative. Distributive negotiations involved a win or lose outcome. In integrative negotiations normally all of the parties benefit from the final outcome. The five sources of power are coercive, reward, legitimate, expert, and referent power. Different types of power have an impact on the success of a negotiation and the efficiency of management.
Cynthia’s point of view After five years working at the home healthcare agency, Cynthia has become a very important part of the organization. She is also has built up seniority over most of the people in the organization even though she is paid less than most of the people she works with despite the fact she performs at a higher level than they do. Cynthia believes she is underpaid in accordance with her duties and performance within the organization. When the vice-president of the organization resigned, Cynthia had to take over most of the duties and for all intensive purposes is filling the role that the vice-president vacated. Cynthia has worked very hard at the company and been an integral part of the company’s success. The hours that Cynthia puts in are double what most people put in at their jobs. Cynthia is already fulfilling the responsibilities of the position, and she believes she is qualified, and has earned the position of vice-president. George, the CEO also believes in the value Cynthia brings to the organization. He knows that he can count on Cynthia and has respect for her abilities and dedication. George