Hello,

This is my work experience situation and I would like to determine key managerial issues here which have affected organization, managers and customers. And which operational behavior concepts should I apply in this case to find solutions and how to solve this problem? Thank you!

During my career, I have faced and encountered many pleasant and unpleasant situations within my workplaces. Being confronted with certain work circumstances, I was a witness of both good and poor management, which helped me to realize and notice both sides of managing people in organizations.

My first job experience was in 2014, I started working for the Brewery Celarevo, now called Carlsberg Group Serbia, as an assistant sales representative. My job description included negotiating contracts with prospective clients (in hypermarkets), coordination of sales efforts with marketing programs, the evaluation of promotion products and maintaining client records. I was working alongside my supervisor daily, we were visiting our clients and having daily meetings with the managers of hypermarkets. This position was dynamic, challenging and required high interpersonal skills to achieve better negotiations. The supervisor that I was working with oversaw two regions, with total of 20 hypermarkets. After only a week of working, I started noticing that my supervisor was under a lot of stress due to the pressure and deadlines which were determined by the regional managers of the company. He was not able to arrange all necessary meetings and to visit clients in desired time. Working with him daily, I witnessed the stress that he was experiencing, in retrospect it also had effect on my personal job development. During my probation time, I have not received the necessary information and advice that I needed to know in order to perform better in my role. With no previous experience in sales, it was a difficult period for me because I had to learn many crucial aspects of the job by myself. My supervisor has 10 years' experience within the company, during this time he gained a lot of knowledge and unfortunately because of the stress related circumstances, and thus unintentionally, he didn't share as much with me.

The situation that left a mark in my career was when I had to negotiate two contracts by myself, due to lack of information that was given to me and lack of experience for this type of situation, it didn't go very well. This happened a month after I started working, one morning I received a call from my supervisor saying that he is sick and that I must go and negotiate two contracts. While the company's policy undoubtedly states that I was not in position to negotiate any contracts until my three-month probationary period was over, we cannot cancel the negotiation of these contracts nor postpone them. I was caught up in an unpleasant and difficult situation by accepting this task on my own. The first meeting (contract negotiation) that I had that morning was managed somewhat well, the negotiation was fair with a positive effect for the company. However, the second meeting for contract was difficult and the negotiation didn't go well, and unfortunately it was negotiated with less profit for the company. For this second meeting, I wasn't aware that the manager of this hypermarket was specific, he demanded that our company gives him more time to pay debt for the previous shipment, with more free samples, and to arrange more promotions in their hypermarket which was not included in the general contract. A few hours after the meeting, I realized the desired profit sales percentage for the company were not met. My supervisor called me, his attitude was harsh and arrogant because I did not accomplish the goal for that hypermarket. Indirectly, I was called incompetent and uncapable to finish the job demand properly. After our conversation I felt anxious because I wanted to perform well but did not achieve the results expected. By not having enough tools in my negotiation arsenal, the negotiation lead to a poor performance from my part. A week later, my supervisor told me that this manager, with whom I negotiated with, is a particular person and always demands additional supplies and promotions, and that this could have been predicted. This conversation made me feel slightly betrayed, because my supervisor knew what I can expect from that manager and how I was supposed to act, but he didn't tell me that morning before I left for the meeting. This could have given me additional information and I would have not been as caught off guard, especially knowing that I don't have enough experience and that I was not supposed to negotiate by myself at that stage of my employment. I feel this was a mistake, the supervisor/manager should provide the essential information, this results in inadequate people's management in the company. This situation, in junction of a few others, left a negative and sorrow impact on my view of the company and of my supervisor. My expectations were much higher in terms of teamwork and creating a healthy and effective work environment, and unfortunately this case was not a proof of that.

In addition, the biggest challenge that I faced for this task was the fear of unknown and questioning and doubting myself and my capabilities to stand besides someone who is in this area of this business for years. At that point and time, I was not ready for that step, but at least I felt a glimpse of the negotiation experience which will benefit me in my future career. If I would be in the similar situation today, I would question my supervisor for more information and advice prior going to the meeting, and if is there anything that I should pay more attention to perform better. So far, this class taught me that it doesn't matter how tough or difficult the situation is, there is always something positive to learn from it, the experience will make us richer as well as more knowledge and help us be more prepared for upcoming events.