Negotiating Vs.

Influencing

Proposing the creation of a new post of TRAINING COORDINATOR in your organization

By Ankit Sutariya (PGP13138) & Anuranjan Tirkey (PGP13130)

Introduction

In this case, there are 3 angles to look at.

Boss, Quality manager and his colleagues.
John
(American)

Gaurav
(Economist)

Sumita
(system
engineer)

Krishna
(Admin &
fin.)

Ravi
(computer
engineer)

Quality
Manager

people
Quality manager
Concerned about his
responsibility, wants to
increase the quality standards

Wants to take initiative in this

regard

Wants to clear the

inconveniences from ground
level

Boss

Wants to smoothen the process

in the sequential and linear form

Wants to increase the

homogeneity in the company

Wants to ensures growth comes

at accelerated pace

Colleagues

Resist the change ,they want

things to go as they are going
Conflict of interests with
organization, concerned more
about personal benefits

Interest
Quality manager
To increase his own
performance track

To strengthen the integrated

work and increase
convenience

Boss

Training should be cost effective

Systems should be well organized

New recruitee wont have know-how

of the organization & industry

Recruitment will take much time.

Long term profitability in terms

of productivity

Colleagues

They dont want to share the

power and responsibilities
They are concerned about
their career growth
New team member will create
inconvenience

Options

New Training coordinator will be on the contract basis at the senior

level

Recruit a fresh MBA with minimal compensation and train him for
Training coordinator under the senior officers

Shift the responsibilities on the rotatory basis

Outsource the services

Give the special training to one of the senior member in this regard

Standardize the process in such way that it takes minimum time and
effort

Criteria

ROI in long term

Attrition rate

Future organizational structure

Quality improvement in training

Impact on company growth rate

Impact on companys survival

Senior employees interest

BATNA
Quality manager
Will do multitasking, take care
of training as well as
recruitment and other HR
tasks

Boss

Job rotation will take care of all

the drawbacks of current
situation

Colleagues

No need of employing from

outside, we will take care of
all inefficiencies by ourself

MPA

Recruit a fresh MBA with minimal compensation and train him for
training coordinator

BPA
Recruit a experienced candidate based on contract so company
can analyse the performance of training co-ordinator.

Reservations Points
Quality manager
Maximum expectation- Add
value to the organization as a
whole

Boss

Maximum expectationAccelerated growth

Minimum expectation-Increase
convenience of all employees

Minimum expectation-training
quality improvement

Colleagues

Maximum expectationImprove the working

conditions
Minimum expectationResponsibilities are not
hampered

ZOPA

Maximum expectation- Accelerate growth

Minimum expectation- Improved working condition

Yes able preposition

Quality manager

Hire a fresh MBA

Boss

Job rotation

Colleagues

10

Specialized training

Strategy To Appease (Quality Manager)

Risk Sharing-

-Take full responsibility of the training coordinator to make

him adopt
quickly in the company
and Knowledge transfer
- Probation/contract of six month period after this
scrutinized for
performance evaluation

Plan B if strategy backfires (Use him for other HR activities)

Show the potential benefit collectively

11

Thank you

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