I had been a sales manager and later sales director of an international paint company for over 15 years. The new CEO decided I was past my sell-by date (at the age of 52) and tried to palm me off with six month’s salary. He wanted me to announce that I had resigned and to leave at the end of the month. He told me it was very generous as by law he was only obliged to pay me one week’s severance pay for every year I had worked. He told me I was to be replaced by one of his Australian colleagues.
I and my wife were shattered. A friend advised me to contact Negotiations World.
Working with Negotiations World I discovered that I was in a relatively powerful position with regards to negotiating a better deal.
- Firstly, I was very well known in the paint and decorating industry with excellent relationships with all the Company’s major clients. In a very competitive industry where relationships are important, any suggestion I had been awarded the Order of the Boot might have adversely affect future sales.
- Secondly, I had served on the local municipal council, was a board member of the local chamber of commerce and industry, and captain of the local golf club.
- Thirdly, I had received an outstanding evaluation by the previous CEO the year before.
- Fourthly, my employment contract required a minimum payment equal to 9 months of my current salary.
- Fifthly, I was very popular at work with most members of staff and a dismissal would have reflected poorly on the new CEO.
- Sixthly, I could be very useful in introducing my replacement to clients who would need to build relationships from scratch.
Dealing with a bully or an underhand boss requires patient and deliberate preparation. Negotiations World not only helped me prepare but rehearsed me for hours on end with me playing the role of the new CEO as well as playing my own role.
It all went rather smoothly as I was able to make an alternative offer and to negotiate from a position of strength. We had three meetings and ultimately I gave the Company three months’ notice and accepted an offer of a three-month round the world cruise with my wife and a large enough payment to enable me to establish a Jaguar repair shop. Repairing Jaguars has been a passion of mine all my adult life. This settlement enabled me to retain my dignity and begin a new career. Anonymous. (All our clients will always remain anonymous.)
The Lesson
Never under-rate your position. Plan your negotiating strategy and practice playing your role and that of your opponent.