Tips for the day: If you can’t beat ‘em fairly…fuck ‘em any way you can.
A couple of years ago I attended, on the company dime, a Karrass Negotiating Seminar. I enjoyed that class, and found I had a real talent for negotiating, and when necessary, for playing hardball. Most importantly, I took away from the seminars some lessons that I use on the job, and in my life, each and every day:
Don’t show all your cards.
Never accept the first offer.
The other guy always has an agenda.
And, most importantly…
If your only goal is to screw the other guy for all you can get…make it worth your while, because you’ll likely never get the chance to screw him again. In other words…
A successful negotiation leaves both parties eager to return to the table again in the future.
Unfortunately, the heads of the company for which I work feel no inclination to ever leave a table open, or any bridge un-burned. It’s ‘get it all while the getting’s good’, and let the chips fall where they may. Most of the time, however, having already burned too many negotiating bridges outside our company, it is the employees who are used as the whetstone to sharpen their cloven hooves.
In a company controlled by thieves and sadists, a negotiation goes somewhat like this…
One month ago, when ‘the company’ decided to deploy their Jacksonville salesforce to the field, they called them into a room and offered the following:
“Your jobs have been relocated to; Atlanta, Charlotte, Memphis, Columbus, East St. Louis, and Dallas. You no longer have a job at HQ. Of course, there are other options as well: You can choose to take a lesser position and remain in Jax, with a significant reduction in pay, or you can choose to do none of the above, and leave the company of your own volition. You need to submit your resume, along with your job preferences, in order of priority from one to four. You have two days to decide.”
“Oh, and…by the way, there will be no offering of severance, and if you choose to leave, you will not receive your bonus for 2005.”
So, now…six of our co-workers…six of our friends, must decide between uprooting their lives, their families, and moving to a new city, or staying in Jax and taking significant pay cuts, or leaving outright and losing the bonuses they’ve already earned.
Now, what you must know is this…they’ve timed the ‘offers’ for maximum effect. Bonuses are paid the third week of each February, and you must be an active employee on the day that the bonuses are handed out. Most of those effected by the change are at a bonus level in the 18-21% range, and the payout this year, and for the first time ever, is in the range of 125-150% of maximum payout. In other words, everyone worked their ass off this year. To walk away means, for most of them, that they would leave behind anywhere from 21-32% of their annual pay in bonuses.
Here’s where the timing comes in… If they try to use the system to their advantage, and accept a job out of state, they must begin spending the relo funds immediately. And, if they do start the process, and begin to spend the money, and then bail out after bonuses are paid, they are responsible for re-paying the relo money in full.
Hell of a choice they have to make, eh?
One of the men involved just purchased a new home, and the company does not reimburse for the financial loss attributable to selling a home just purchased.
Another of the men, employed by the company for more than thirty years, has been by his wife’s side for the past year as she has endured cancer treatment. Now, he has to make the decision whether to lose his job, take a pay cut, or move his seriously ill wife to another state.
One of the women involved cannot move out of state because to do so would cause her to lose custody of her child.
One of the men, single with no kids, has been called all but expendable if he chooses not to move, because…afterall…what excuse does he have for refusing to go? I mean…besides his hometown, his mother, his sister and his nieces, his church and his friends?
The final two of the six effected have been dating for more than eight years, and became engaged last year. Are they now to deploy to jobs in different states?
Now…I must inform you that at no time were these six employees pulled aside for private discussion. Those in charge never once explained to those in jeopardy that they held a valuable place in the company, and that they were ‘needed’ in the field at the new locations. At no time were they appealed to through their sense of loyalty.
Had these individuals been pulled aside, and had they been made to feel that they held a valuable place in the company, and that the company ‘needed’ them to deploy, they could likely have worked out a deal which would have led, at least two of them, to go without a fight. But such was not the case. Instead, they used the element of surprise…throwing at them every vile threat they could conceive and forcing them to react without adequate time to consider their options.
So, when all six of the employees opted to stay in Jacksonville and take lower paying jobs, the president of our division took it as a personal attack upon his skills in ‘negotiating’ and issued a statement that all Jacksonville jobs were now off the table.
You must deploy…or lose everything.
Now, in his blind rage, and in his quest for domination, he seems to have forgotten that by his own design, that if he succeeds in ‘persuading’ them to relocate, he will deploy six disgusted, bitter…enraged employees to the field to sell our services to our customers. Or, that should they choose to tell him to go to hell, that he will have to stand by and watch six experienced, highly knowledgeable salespeople walk across the street to our competition…all with vengeance on their minds.
Our own little Hitler, it seems, has been overcome by his overwhelming need for dominance. He has let his emotions…his all-consuming contempt for the ‘little people’ get the best of him because, without confrontation…without a single shot being fired…without even a single closeted super-secret meeting, the sales folks have prevailed.
They stood together, patiently, and waited it out.
Now, one month after it all began, someone, somewhere…within the hidden recesses of our corporate legal department, has stepped forward with a big ‘ol… “Are you out of your fucking mind?!”
Suddenly, in the last three days…all bets are off. All of the field jobs will be posted to our career site, and all corporate employees are invited to apply. Through attrition, the filling of those jobs will cause vacancies at HQ which can then be filled by those with no desire to deploy.
For the time being…the threat has been lifted. But…why was it ever issued in the first place?
How could those heading a 300M division of a multi-billion dollar corporation think that this was the best way to handle the situation?
Are they stupid?
Or, are they blinded by their own sense of self-importance?
Every employee in the company has been made even more distrustful of those in charge of watching over the hen house. Every single employee in the company is disgusted by the treatment of their co-workers and, for the past month…between the gossiping and the resentment…productivity has been cut in half. And now, it’s my department that’s on the block. For the entire time that the salesforce has had to contend with their impending execution, our pricing and marketing teams have been splitting apart. The heads of the departments were announced weeks ago, and just now, weeks later, the task of determining just exactly what it is that each department will do and how they will do it is being addressed.
As is typical in these situations, some folks will come out better than others. Some will get more than they deserve, and some will get screwed. It’s inevitable for, once again, an outside consulting firm…people with no personal knowledge of our employees’ work histories or successes will be making the decisions based solely upon our resumes.
Why is it that we stay? Why do we continue to stay behind, year after year, time and time again suffering this same fate? Are we addicted to the pain, or is it because we all possess a naive faith that things will…some day…get better? Why do we continue to return to the table again, and again, and again?
Perhaps, we did not learn our lessons so well as we might have thought.
Perhaps, there are those who will always do the kicking, and those who will always find themselves spitting teeth.
Because, in this particular scenario, those in charge have nothing to lose. They are committed to multi-year, golden-parachute contracts. Even if discharged, they walk away with millions. And, not unlike the NFL, a failed executive will find another job at another franchise within days. He will sign a new contract, and he’ll be off and running again.
Frankly, I think it is by design. If you sign a five year deal, and only work two to three years before doing the same somewhere else…financially, you come out way ahead in the game.
Of course, that supposes that the person manipulating the system to his financial gain does indeed have cloven hooves, because only an evil bastard would repeatedly torment the human beings under his command simply for financial gain.
And, what does that say of us, the tormented, that we would keep coming back for more?
Nevermind.
I’m afraid I already know the answer to that one.