Norton Manufacturing
Read the “Norton Manufacturing” case on page 194 in your textbook ( Organizational Behavior, by Neubert, Second Edition – ISBN: 9781119702856). After you have read it, please answer the following questions. Be sure to number your responses in your submission.
1. Describe the characteristics of the relationships in this case.
2. Which influence tactics might be most useful in Rick’s negotiating with Carl and which ones in negotiating with Ken?
3. Beyond these influence tactics, what are some actions that Rick should take to gain the trust of Carl and Ken? What are some actions that he shouldn’t take?
