Which role represents the organization at major negotiations?

• A. Resource Negotiator
• B. Leader
• C. Liaison
• D. Monitor

Answer: (A)

Representing the organization in major negotiations is a manager’s external bargaining role. In Mintzberg’s framework, the Negotiator (often framed as handling resource negotiations) is the decisional role that deals with outsiders to secure resources, terms, and agreements on behalf of the organization. This is exactly what the Resource Negotiator label captures: actively negotiating with suppliers, partners, unions, or other entities to obtain what the organization needs. The other roles described focus on internal leadership, maintaining external relationships, or gathering information, rather than being the primary person responsible for big external deals.