Teds Character

Ted is an outperformer He was hired with the intention of developing the Taiwanese market Within 4 months he brings in an offer as high as 6 million for the company He wants to hold a strong position in the company and finds it derogatory to do tasks below his status.

INCORRECT APPROACH

Karen
Direct approach Breach of company policy Complaint against the risky stocks he is taking Going on talking Focus on more clients Firm Not listening Business like TED: Starts defensively, explains his good performance wid client He is Very imp to the company Performance deserves an office

Karen
Right as a successful member But no reason to get a private office Many other imp members present too 45 members, 8 offices, some best ones dont even have an office I dont find a reason why u shud want an office Standoff-ish She wants a win-all situation for herself

Ted becomes defensive

Explains his position Starts giving reasons Says hes out building relationships Taiwanese culture is a bit diff Tries explaining

Karen
Uv made progress U stay outside the office most of the time Y do u even need n office U shud concentrate more on setting goals than thinking abt n office

Ted
Goal setting is no way of judging work Since he is approaching the Taiwanese market He questions her authority Non receptive to her suggestions He gets irrational Too focused on himself, rather than team

 Karen extends an offer for him to get to new accounts in the next 6 months, which wud be a realistic measure. Ted says hell try, but comes back again wid his office demands Karen gets offensive: tells him he shud work more on his teamwork and goal achievement rather than fixating on one thing Another comeback from Ted: training sessions arent needed, when can he get the office

Problems
Karens need for achievement is clouding her judgement at times Ted is too focused on himself Lack of communication btw them

CORRECT APPROACH

Karen
Calm manner Begins by congratulating him on his achievements Terrific approach on bringing in the large account Good achievement personally and for the company In sync wid company philosophy of customer orientation Some areas I wud like u to work upon in the next 6 months Some of the mutual funds uv selected are a little risky Its a bit out of line of the company policy, so I want us to really watch that

Thats a good feedback Iv been working real hard I understand ur concern This client really wants me to take these risks Im out building relationships, feel m an important member hence I want to offer a proposal: give me an office

 Good communication Giving examples how he can change his behaviour Valid constructive feedback rational

 Uv had a good performance last yr n ur imp for our team But asking for office is too bold a step As u know we have 45 fin consultants n 8 offices Evn people working for 20 yrs don hav a private office Successful client acquisition is an imp aspect in desreving an office, n though uv got 1 but u shud get more clients

Ted
My process is a bit diff Iv worked extensively Built relationships Other accounts coming in too

I understand ur approach Ill give u new goals 2 new accounts in 6 months Review of action plan in 2 weeks

Bring across the aspect of longetivity

 Ted accepts

 Karen leverages her job against her employees