The marketing manager at Cool Rags, Inc., was very critical of the way one of the distribution analysts was handling negotiations with a manufacturer in Malaysia. On a number of occasions, she thought the discussions could have resulted in more of a win-win situation. In order to follow correct procedures, the manager made notes on these issues and decided to wait until the performance appraisal, eight months down the road, to discuss the situation with the analysts. If Cool Rags has a formal performance appraisal process in place, this is the best approach to this situation.

Question

Quizplus · Accepted Answer

Waiting eight months until the performance appraisal to address issues with the analyst's negotiation skills is not the best approach. Immediate feedback and coaching would be more effective in improving the analyst's performance, rather than waiting for a review that may or may not cover the specific issues at hand. It would be better for the manager to provide timely feedback and coaching in order to improve the distribution analyst's negotiation skills so that future negotiations will have a higher likelihood of resulting in more of a win-win situation.

The Marketing Manager at Cool Rags, Inc