Q & A Table of Contents
Sharing the Goodies
From: Jo, Barcelona
Question: What kind of advice could give me in this situation?
I am the boss in a little company of 140 workers. Some of these workers are in a position of power stronger than mine, because their possibilitiy of leaving the company, and because they have specialized skills.
In our salary negotiation, every year we have a conflict and we spend many weeks and hours fighting. They are always asking for more and more money. My duty is to say no, no and no, but I am not interested in losing them.
In what direction can I change my strategy in these negotiation process?
Response: Dear Jo,
It does sound as if you have a very difficult situation. Are you the 'boss' or the owner of the company? Of the 140 workers, how many present this salary problem to you? What is the length of their employment contracts -- do they get salary reviews every year, more often, less often?
While you view yourself as vulnerable because you really need this particular group of workers, do you think they are concerned about retaining their jobs? What would happen to them if the company had to spend so much on salaries that it could not make a profit -- or perhaps had to go into debt?
If you are the owner, or if you have the power to do so, perhaps you could offer these workers a share in the profits of the company. The more money they help the company make, the more they get paid. One of the problems is how you deal with other employees; if the profits are shared by some
workers, perhaps all workers should have a similar incentive to make the company profitable.
Do these workers approach you as a group, or do you deal with them on an individual basis? Is it possible for you to talk to some of them privately, asking them for their opinion about what is best for the company, for themselves, for their co-workers, for you?
Your best approach is to look for common interests; I think the profitability of the company may be an issue that everyone cares about. If people all stand to gain when the company makes more profit, that may be the simplest approach.
Please let me know if there are other issues or if you need additional suggestions. I wish you good luck.
Cordially,
Steve
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