You are a supervisor over high performing sales personnel who have been instrumental in bringing multiplied millions of revenue to the Corporation in which you are employed. The sales personnel have a base salary plus full benefits. They also have a certain percentage of commission awarded based on the level of successful sales. The economy is strong and sales are at an all-time high. Recently, the sales personnel sent a representative to your office demanding an increase in commissions. In fact, they want no less than 3% increase in commissions per sale.
The board of governors of the Corporation refused to grant the increase, as compensation given to the sales personnel is already extremely high as compared to the rest of the industry. The sales personnel are threatening to work for a competing company that does not have the same level of annual sales volume, but the competing entity is offering higher commissions. There is not a no-compete agreement between personnel and the company.
The board of governors has asked you to negotiate the current dilemma as millions of dollars of potential revenue are at stake. Use the attached five steps negotiation process.
- Using the five steps in the negotiation process, provide a possible negotiation strategy that will benefit both your company and the high-performing sales personnel.
- Will your negotiation strategy be distributed or integrative? Fully explain.
- Also, how might your approach positively affect the negotiation outcome?
Please be sure to validate your opinions and ideas with in-text citations and current references in APA format.