solve which would be suitable for both sides. I would try to offer her a training focusing on problem solving, because no problem will solve without her willingness. Another training which would be suitable for her would be training focusing on negotiating terms and conditions in general. That would help him to the future. To lead Alex: I would offer to Alex some personal training focusing on improvement his own personal skills and self-respect as well. Moreover, it would be helpful for him to have a training which would be focused on communication and cooperation with people who has different opinion from his, so he will not get angry. Appendix 3: Networking plan Networking activity Person Schedule Description/rationale for networkin activity LinkedIn Boss - LinkedIn is a social network for professionals. LinkedIn is for everyone who is interested in exploring future career options. It is very easy to make connection there. Professional membership A colleague - A professional membership is vital f everyone who is wishing to keep up-to-da with the latest issues, development an research to extend the knowledge, skills. Sport events Friend - During the sport events one can make ne connection very easily as well. There are lot of options for the sport events and w could possibly networking people who a focused on the same goals as we are. Your sales team is relatively new and inexperienced. You feel that they would benefit from networking. Sam and Alex need to build relationships with customers, suppliers and fellow salespeople to achieve personal development and organisational goals. Sam: Has issues with internal and external suppliers who consistently miss delivery dates and won’t cooperate in keeping costs down for customers. Consequently, he has issues with his own customers; he feels suppliers don’t understand his needs as a client. Sam finds conflict really hard and avoids getting angry, hoping the problem will resolve itself. Sam feels he would benefit from hearing how others negotiate terms with suppliers. Right now, however, he has very little respect for them as they’ve let him down. Alex: Has issues with customers who obviously don’t understand a good deal when they see it. He’s also tired of chasing ‘deadbeats’ for settling accounts on credit. Alex would like to know how others deal with such ‘fools’ and still maintain a sense of self-respect. How would you lead Sam and Alex to realise their professional goals and related organisational

Task 3: Dispute Resolution Guidance Session Appendix 1 – Scenario – JKL Industries JKL Industries overview JKL Industries is an Australian-owned company, selling forklifts, small trucks and spare parts to industry. They also have a division that leases forklifts and small trucks. The company’s head office is in Sydney and has branches in Brisbane, Melbourne, Perth, Adelaide and Canberra.