Managing Sticky Situations at Work

36 Managing Sticky Situations at WorkAPPLYING THE SAY IT JUST RIGHT MODELDECISION POINTSMark determines the costs. In this company without high markson performance, there is no way to advance. Mark is in his mid-40s.He perceives his time running out. He must move forward in thisjob or find another job where he can move forward. He does notfeel Richard appreciates his work. Nonetheless, he prefers to remaininthiscompanywherethebenefitsaregoodandwherehe’sestablishedhimself.Mark sets the limits. Last year Richard gave him a middle of theroad review. Mark accepted the assessment, but determined he’d dobetter. This time he will not accept a mediocre review without knowingexactly what Richard expects of him and how he can increase hisrating.Mark looks at the power source. In Mark’s view Richard sits in thepower seat. He’s the boss, and he divvies up the numbers. Mark’s onlyrecourse is to resign under protest or to accept what Richard says. Thisfeeling of powerlessness makes Mark nervous before the review begins.MarkhasworkedinthecompanyforfiveyearsandinRichard’sdepartment for two. His sales records exceed the other salespeopleon the team. He has proven his success both to Richard’s boss andto his outside clients. He decides that Richard can’t afford to losehim. Not only would the company lose a good salesman, but Mark’sleaving would also reflect badly on Richard.SAY IT JUST RIGHT CONVERSATION‘‘Well, here we are again,’’ Richard says. ‘‘Have a seat and let’s getthis over with.’’ Richard looks away, shuffles the papers in front ofhim and bites his lower lip.‘‘So, what’s the verdict?’’ Mark asks with a chuckle to release thetension in the room.‘‘Let’s just go through this review item by item, okay?’’ He scowls.‘‘I gave you a 3 out of 5 in working with others in the company. Wetalked about this last year, and I don’t see any improvement.’’‘‘I’m really disappointed because I worked really hard this year.I increased my sales by 15 percent. I had hoped that would reflect onmy evaluation. Tell me what I’m not doing so I can make correctionsnext year.’’ (Specifies the problem while joining feeling with fact.)