The conversation below shows an example on how we should really negotiate with others, I will leave out the details to not bore you guys, but, this conversation is really interesting to me!
Markus approaches Louis after his shift on Friday afternoon and asks if
he can arrange a meeting to discuss a potential promotion. Louis sighs
and reminds Markus that they already had this discussion last year.
Markus agrees, but reminds Louis of his loyalty to the company and
insists that they speak again on the subject next week. Eventually
Louis, who is afraid that Markus might quit on the spot, agrees to meet
on Monday during the crew's lunchhour.
Over the weekend, Markus
thinks about Monday's meeting. Last year, he was unprepared to negotiate
and ended up only getting a 50 cent/hour pay raise. This did not
satisfy him, and he has continued to feel undervalued ever since. Many
times, after a hard day at work, Markus has considered quitting.
However, it is difficult to find work in the middle of winter. Markus
has a family to support and he can't afford to lose his job.
Markus decides to do some research on negotiating. He learns the principles behind
collaborative negotiating,
and decides that this is the approach he will take this time. After he
has understood the concept he can ask himself the preparatory questions
above. Finally, he can apply the rules of collaborative negotiating to
his own case.
It's finally lunchtime and Markus and Louis meet as planned. Markus offers for Louis to speak first, but Louis declines:
Markus: Thanks again for agreeing to meet today. I really appreciate you taking the time during your lunch.
Louis: Okay, well, let's get started. I'd like to resolve this as soon as possible so we can get back to work.
Markus: Great. Okay, well, if there's anything you'd like to say first, please be my guest.
Louis: Oh, no, I insist you go first. After all, you're the one who asked to meet with me.
Markus:
Very well then. First of all I want you to know that I am fully aware
of the challenges you have faced in running this company in the last few
years. I understand that the poor weather last year ended up costing
you and all of the local landscape companies a lot of money. However, I
think you realize that I am unsatisfied with my current salary. I've
been with Landscape labourers for 5 years now and there have been many
other years that were profitable. Despite how much your business has
grown, I'm making less than a dollar more than I was the day I started.
Louis: You're lucky to have a job in these times.
Markus:
Yes, and I'm very thankful that you have employed me all this time,
especially during the slow seasons when the company is struggling to
make a profit. It means a lot to me to have that stability, which is why
I have remained loyal to your company.
Louis: You haven't had much choice but to remain loyal, Markus. There are no jobs out there.
Markus:
Well if you don't mind, I'd like to finish what I have to say and then
you can let me know what your position is. As a matter of fact, there
are a few companies hiring right now in our area. These are not all
necessarily companies that I would be interested in working with. For
example, you and I both know that I would never want to work for a
company such as Powell Designs. I'd much prefer to be associated with a
company like Landscape Labourers because we do a good job. Having said
that, I took the liberty of calling a few other local companies to find
out what type of salary packages they offer to their foremen.
Louis:
Foremen? I don't have a foreman. I never have. It's not my style. Don't
forget, you're a contract labourer just like the rest of the crew.
Markus:
Yes, I thank you for bringing that up. Besides deserving a higher
salary, one that is competitive with local companies, I also think that I
deserve a new title. You and I both know that the crew looks to me as
though I am a foreman, even though I don't have the title.
Louis: You don't have the title, but you also don't have the responsibility. It's a lot of work being a foreman.
Markus:
Exactly. And you can't say that you haven't noticed me coming in
earlier than the others and leaving later. I also designate jobs to all
of the crew members each morning and call suppliers when needs arise.
These are duties of a foreman, am I right?
Louis: I
suppose. But a foreman also helps solve conflicts that arise within a
team, and deals with customer complaints. You always pass those things
on to me.
Markus: I agree with you on that. However, I
would be willing to take on these extra responsiblities, should you
offer me a foreman position at a rate of $25.00 per hour.
Louis: Look, we're running out of time here and I've barely had a bite of my lunch.
Markus: I know, and we have a lot of work to get done this afternoon.
Louis: Well, I guess we'll have to settle this at another time.
Markus:
Actually, I'd really like to get this settled today. I know how busy
you are, and it's not easy to get you to sit down and talk.
Louis: (standing up and getting ready to walk out of the room) Well, we're not getting anywhere.
Markus: Please sit down for a few more minutes so we can make a decision.
Louis:And what if I don't? Are you going to quit?
Markus:
I am a loyal employee, and I believe that it is in the best of both of
our interests to have this conflict resolved. This should only take a
few more minutes.
Louis: Fine. You can be the foreman. I'll even change the title on your pay stub. But no raise.
Markus: I think you and I both know, that the raise is more important to me than the title itself.
Louis:
You know, not very many owners would agree to give a person like you
the title of foreman. You don't even have your proper certification.
Markus:You've
said before that experience means more to you than education. Remember
that guy Samuel that you hired. He had a four year diploma in landscape
design but had never worked a day out on the fields. You let him go
before his probation was up.
Louis: Oh, don't remind me of that kid.
Markus: Look, I'd be willing to accept $24.00/hr, if you agree to review my salary again come spring.
Louis Fine. I guess, that's fair. You are my best employee, right now at least.
Markus:
Great, then, you won't mind changing my status to crew foreman. I won't
disappoint you. Remember, I'm willing to take on the extra duties of a
foreman, which will give you more time to find new clients.
Louis: Speaking of new clients. I'm expecting an important phone call in ten minutes, so let's wrap this up.
Markus:
Well, I think we've both agreed on the terms. Can we shake on it? I
mean, can I have your word that my new hourly wage will begin at the
beginning of next month?(Markus holds out his hand.)
Louis: (Louis shakes it.) Okay, Mr. Foreman. Get back to work, would you. And, I'll need you to order all of the supplies for Monday.
Markus: Thanks, Louis. I'll get on that right now.
Not bad huh!! The negotiator did not change its politeness although the employer did not show an equal reverence to him, which I think most of the people I know would have retaliate or to be intimidated if they are to be faced with such manner of negotiations~
