company Intermediate 20b Mini-negotiations

1 Incompany IntermediateThis page has been downloaded from It is photocopiable , but all copies must be complete pages. Copyright Macmillan Publishers Limited DummettJason Electrics:Negotiating a reduction in working time1 Read the text and complete the first section of the table with are going to roleplay a negotiation with another student. aFirst decide which of you is going to be the Manager and which is going to be the Union Representative. Think of two concessions you would make in the negotiation and write notes in the second section of the you negotiate, complete the third section of the :Negotiating the allocation of extra resources1 Read the text and complete the first section of the table with are going to roleplay a negotiation with another student.

2 AFirst decide which of you is going to be the Sales Director and which is going to be the Area Sales Manager. Think of two concessions you would make in the negotiation and write notes in the second section of the you negotiate, complete the third section of the table. Sales DirectorWhat they wantWhat they can offerConcessionsRisk-sharing dealArea Sales Manager 1122 You work for the sales department of a company which makes accountingsoftware. There are four export salesmanagers, each responsible for a differentarea in Europe. The manager responsible forScandinavia feels that he is overworked andthat without extra staff he cannot achievethe targets he has been set. He thinks thatwith extra sales staff and a bigger budgethe can increase the sales potential.

3 The salesdirector would like proof that sales can beincreased before providing extra staff andresources. She is prepared to risk employingextra staff for the area if the manager willshare some of the risk work for Jason Electrics, a companythat manufactures electrical cable. It employs 95 people and is based in anindustrial park near Swindon, regular working week for productionstaff is 39 hours, compared with amaximum of 37 hours in other, similarcompanies on the estate. The union wouldlike to negotiate a reduction in workinghours to 37, without any reduction in basicsalary. They realise that in return for thisthey will probably have to increaseproductivity.

4 The management is happy toconsider a reduction in hours if it can wingreater productivity and flexibility inworking time. (It often needs to ask staffto do overtime for special orders.)ManagementWhat they wantWhat they can offerConcessionsProductivity dealUnions1122