ABSTRACT
Not long ago a director of a midsized consumer goods retailer asked me to help her resolve a conflict between two of her managers, Sarah and Carl.
Sarah
Sarah was focused, driven, and had a reputation for getting what she wanted, no matter what. Her most important project, the project upon which her bonus depended, was in jeopardy. Despite her sincere efforts at negotiating in good faith, she could not get Carl, the manager of Information Technology (IT) for her region, to support her. Her project required a significant level of teamwork. Everyone in the region would have to cooperate if her marketing project was to succeed. Most of all, she needed Carl’s 100-percent support.
