Losers weepers, finders keepers

An exclusive distributor of professional cosmetics partners with a Trainer-technologist on a piecework basis. TheTrainer advises clients and employees company-wide on products use.

The company’s basic product presentation materials were found lacking by the Trainer, so he makes a better one.This version includes considerably more materials expanded with his knowledge and scientific analysis of ingredients used in the company’s products.

Because of his efforts, the new version gains acclaim, increasing income and the number of clients - all to the company’s joy. After a regional seminar, a Regional Manager approaches the Sales department’s Chief from the head office with a request to provide the files of the Trainer’s presentation.The Sales department’s Chief contacts the Trainer, but gets rejected, as the Trainer deems the presentation as his IP. The Sales department’s Chief opts not to insist. However, the Director finds out about this and gets outraged by his decision and breach of trust from the Trainer.

Pre-negotiation points:

The Director- Is confident that the payment for training activities that the Trainer receives implies the company’s right to all related materials. Demands the presentation to be given to the Regional Manager.

The Sales department’s Chief - On the one hand, understands the Trainer’s claims, but on the other hand, he is not ready to risk his “head”, knowing the Director’s rough temper. He desires a peaceful resolution that won’t harm his position in the company.

The Regional Manager- wants to get hold of the presentation in order to use it to work with clients in his region, increasing sales and increasing his bonus.

The Trainer- does not intend to just give up his materials. He considers the Director’s demands to be wrong.

Written byEugenTitomirTranslated byKirill Yashnikov