Which of the following are signs indicating that TOP is using coercive power in commercial negotiation? Select TWO that apply.

Which of the following are signs indicating that TOP is using coercive power in commercial negotiation? Select TWO that apply.
A . Demonstrating fairness and respect
B . Withdrawal of benefits
C . Use of guilt
D . Technical expertise
E . Positive references

View Answer

Answer: B,C

Explanation:

Coercive power comes from the belief that a person can punish other for non-compliance, and can be considered as the flip side of reward power. Coercive power rests in the individual’s ability to change other people’s behaviour through threat,intimidation, use of guilt, ability to embarrass or shame, or withdrawal of benefits,…