ABSTRACT
Outsourcing is a popular strategy among large organizations, but it is expensive if things go wrong. Making assumptions about who is right and who is wrong on the information available is dangerous. Compensation is an issue, but it is not the main or most important issue. This chapter presents a case study of Health services. JobCo has a case for retraining and reselecting some of the people nominated by Haringate from their local hospitals to conduct its staff interviews. Many teams fall into the argument trap. Other JobCo teams raise the issue of the allegedly poor industrial relations in some hospitals and try to evade any responsibility, ignoring the obvious fact that any industrial relations regime from 'poor' to 'awful' is made much worse if people face undue delays in their pay awards. Negotiators can choose to argue this case: seeking exaggerated or avoiding valid compensation claims and exchanging blame allegations risks deadlock.
