Joe Santini, an organiser for the Construction Workers Union, is sick with worry. Pressure from the long hours away from home, union faction fights, the poor condition of the economy and personal financial problems are overwhelming him. The union is losing members because of the downturn in construction and Joe is well aware that his job is no longer secure. Worse still, he and his partner, Cindy, have taken out a large housing loan that has stretched their finances to breaking point. Now Cindy (a senior accounts clerk) has been told that she will be retrenched because of the closure of the Adelaide office. Joe doesn't know how they will cope - and now there is this strike. Joe thinks his head might burst. The negotiations with Star Constructions are going nowhere. Threats and accusations are being made and the atmosphere, already bitter, is becoming more and more inflamed. The union secretary, Des Boyle, is increasing his demands for a quick settlement, because of the negative publicity the strike is attracting and the ever-mounting pressure from the state government (which does not want any industrial disputes in progress during its election campaign). Joe, however, fervently believes that a matter of principle is involved regarding the employment of independent non-union contractors.
As Joe walks away from the meeting room, Mike Murphy, the owner of Star Constructions, approaches.
'Got a minute, Joe?' asks Mike.
Joe nods. 'Let's take a walk and see if we can't get this mess cleaned up', says Mike.
'Okay with me', says Joe.
After some small talk, Mike says, 'Joe, I know all about your situation'.
Joe looks questioningly at Mike.
'Look, Joe, when you have been in this business as long as I have, you get to know things,' says Mike. 'I can imagine', says Joe.
'Joe, if you can be flexible, I think I can too', says Mike.
'What do you mean?' asks Joe.
'We all know that what we are arguing about is more political than industrial. Our blokes are well looked after. Everyone in the industry and the union movement recognises that. These claims you are making will restrict our use of contractors and increase our costs. Joe, we can't afford it. Now is not the time. We are struggling to survive the current economic conditions. Surely you can see what a crisis the project is in?'
Joe says nothing.
'What I am suggesting is we give you some cosmetic concessions. You can tell the media and your members the union got a victory. We will go along and scream how we are going to suffer. You will look good . . .' Mike leans forward and whispers, 'I know Des Boyle will buy it. The question is, will you?'
'What do you mean?' asks Joe.

DISCUSSION QUESTIONS
1 Identify the stakeholders in this case and their likely viewpoints and motivations.
2 If you were Mike, what would you do? Explain your answer using any of the motivation theories discussed in this chapter.
3 Which theory of motivation best explains Joe's needs that Mike is attempting to appeal to?
4 What ethical issues are raised in this case?