Managing Sticky Situations at Work

Sticky Situations with Clients 75franchise. Undoubtedly if Anthony turns down the opportunity, Petewill find someone else for these unknown people to franchise. WhenAnthony thinks about it, however, he recognizes that few people offeras high a quality a product as his. Indeed, the appeal Pete offers to theinvestors is Anthony and his business. If Anthony turns Pete down,Anthony, himself, could find others willing to put up money for afranchise.PERSONALITY OVERLAYIn all likelihood Pete is not a Technical whose cautious personalitywould never lead him to a venture as risky as a franchise. Pete is probablynot a Sympathetic because a Sympathetic would naturally helpsomeone out, without asking for a ‘‘finder’s fee.’’ Pete, therefore, islikely either a Bold or an Expressive. We know he is a people connectorand a persuader. Such characteristics typify an Expressive personality.He definitely has Bold characteristics as well because Bolds never shyaway from risk and would naturally ask for a kickback.Knowing that Pete is likely an Expressive/Bold enables Anthonyto plan his SIJR Conversation in order to create an atmosphere ofnegotiation.SAY IT JUST RIGHT CONVERSATIONAnthony decides to go see Pete the next day.‘‘Pete, let’s talk some more about the proposition you brought tome yesterday. I must say, you took me by surprise. I’d like to learnmore about what you have in mind.’’ (Invites Pete to talk.)‘‘Sure thing. I talked to these guys, like I told you. They have reallydeep pockets and are interested in investing in some kind of restaurantventure. I told them about you and how my dad has worked with youfor so long and trusts and respects you. They were intrigued bythe simplicity of your operation. Anyway, they want to talk and askedme to put together a meeting. At this point they just want to meetyou. I don’t think you need to worry about making a presentation oranything.’’‘‘Why don’t they just come have a meal at Mangia’s instead ofus meeting someplace else? That way they can see what the restaurantis like.’’‘‘Good idea. I’ll give them a call right now.’’‘‘Wait one minute. I have something else I want to talk about. Youmentioned a finder’s fee and a cut in the profits. I have to tell you that