Conflict between supplier and agent example.

I was called upon by a Dutch company to help them with their long term supplier. It appeared that the agent and supplier had reached an impossible situation. They were constantly arguing about the forward strategy of the business, which often resulted in each party sulking or very heavy rows. Trust had clearly broken down. This behaviour in Insights Discovery terms Pamela coined red-on-red energy. Some of this can be explained by the Dutch cultural way of working, but much of it had got far too impersonal after a long 20 year relationship working together. They had started to go have different work-life desires and the relationship had got tired and clearly on the brink of breaking down altogether.

I worked with them to understand what was driving each of their needs, along with their key staff on each side by individual interviews. In a joint workshop she identified clear new goals for both them which they could sign up to. She helped them with the use of Insights Discovery to find ways to communicate more effectively. Using a Win-WIn methodology (a mutual-gains approach to negotiation in which parties work together to meet interests and maximise value creation), I was able to set them of on a more realistic safe route to the future.

I learnt that things can often be explained if both parties are prepared to come to the table to negotiate.