MACE yepnarmaceutical Industry has been UTICAL INDUSTRY oF "seul and newer brands ofthe exe ofa ily dependent on the prescription, mts their representatives, who N of new ‘company © ror ir brand evey o Sachin was new to industry Sachin, wesc is and his great interest to work for: Sea eee his goc chin was given specific territory in Dein. His it oer apneic, and fow were pial hoopal nso ter Maly nin started at 8:00 am when he hadi to take appomipen, ofcerandocorvnn ect "setonly ve representative a day. Then he hadi folow conn promotional campaign "private hospital which he covered and for this he vnc supposed to roach top pita before the doctors Stat their OPD. Thus, Sachin wes supposed to rush rom » evening, he Was supposed to perform certain promotional ‘campaign with his trade “ors. Finally, his field work ended between 7:30 pm - 8:30 pm and on some days it {ntprolong to 11:00 pm at night. Beside this he has to meet at least six rotalors "day and maintain a feedback of every doctor on regular basis. He has to report “17P9 his intial days, Sachin was very enthusiastic about the job and he maintained oeted doit andl eho a ft prcinisd rons: i vt cetas wee cock wa OBER toa ees spi etous aa vik ~etpany.oncetan days he wes notabetomeethe minimum urbe efter Szchin was called for the explanation of the Baleares 'sthat due to widely spread territory sometimes et «ly basis. He stated that his other colleagues are ont wong n aoerner “vuual where they just need to reach at 8:00 am and are See “\mber of doctor visit leaving thelr territory by 3:00 pm. eee a . eating sun or even ~ than Covering the doctors in trade where had Tanner te sle- “ny day to catch up with the customer visit averags territories, thus, his shor fll in ‘allen, his territory was performing better than many ‘evaluation or he should be “4. istomer visit should be ignored while performance < “fed to a territory of government hospital. "2s been explained to him that “uth the same territory as there.272, w Managing Conflict and Negotiation ssmetresamiery of ver paraon wit bie Hawes conveyed eae performance of, eee trealetedentae include the customer moet average nus has tomaintain the reomat vet average as per the standards set by the company: As the tertory had huge potential shifting someone new would Tae been very tisky, 1 a yaa working with him and wil try to understa Pamd the customer Bverage can beimprove, Forthe nextten days, | worked wit twas observedithat coe a ao exe appointment of those crucial doctors wih whom me appointment Pa ee 200 ain, Then found vat he was not abl 0 FONG” 8 PERE had oe ake ha toro Both the things were attibued to Fis Poo! Pat ‘of cules most every day. Observing this sat with rim and help him drow a proper customer Watplon forwnich ne was supposed to starthis day by :00 am, coe divide his doctor werPia tne hospli int the ganeral OPD in morring and private OPO in evening. The srrerage cl the trade customer couldbe again divided into moming and e¥ening Visits. Sachin was told to folow the suggested plan and repor the custome Visit aVere¢ 68 eae reak lator the review report showed tht his coverage improved. He Wes iil wiggested to folow the same pan, Afer some day, twas observed that eat ti caeeener coverage had improved and was matching the company standards, ere Gi inthe sale ofthe terror. The growing sale-pattem was now showing de-Srovans “The regional manager told me to again ook nto the mater. | planned a weeks with Sachin, l observed that he was folowing the plan religiously, fixing appoints morning, hospital visits in moring as well as evening, covering the trade customer per the plan formulated. But Sachin in his focus of covering doctors, was not focus bn covering the retailers from where he was Supposed to take feedback of every business. It was very clear that in order to cover customers in his territory sacrificing the interaction quality which was of prime importanes in generating Bus twas again discussed with Sachin and he told thathe has been meeting the cust fs por the plan prepared, but in the rush to cover up the customer-visithe Was not. to give time to the visits. Ths time he said that he has met the customer-vsit stan set by the company and has performed equally well on this parameter despite scattered territory he was covering. is This issue was very clear that Sachin's concem was more on the number ofc visits whereas my concem was meeting the target inthe territory, Sachin was ee discuss the same and was asked to suggest some solution for this. He stated scattered terttory is the main reason forthe fallin the sale and suggested that he's be given a goverment hospital to cover and let this teritory be covered by Manish (60 central Delhi) who is putting up inthe tertory (West Delhi) covered by Sachin, The best solution to this problem was reducing his trade atemer tn hospi rathorthan completely shiing his ony, rts Meni asked whether he can cover part of Sachin'steritory nearby his home, and let sr hospitals in his territory to be covered by Sachin. In this way, Manish was obliged he was given some customers near to his home, and Sachin was happy that aiven some cuiomersneartohishome, and some more hospital dorsal performance of both, in terms of the customer-coverage as: - after three months and they w techn baa rearere ey were found to be performing better in the newCASE STUDY 5: RESE| PRESERVE THEIR ae LOCAL VILLAGERS To ‘AND GOVERN TOWARDS DEVELOPMENT OF T IMENT'S DRIVE HAT AREA ENGINEERING COLLEGE YP ENNGAN Conflict Meanwhile landowners, in most cases the poor fatmers, continue to use their sold land as before and being unable to utilize money propery end up inthis intervening period getting dependent on the produce from this land which was sold to Goverment. When the project does start these poor villagers find it as a direct attack on their livelihood. This result toa conflict of interests and for survival as far as villagers are concerned. This case refers to one such event. In the state of Uttar Pradesh, in Kumaon Hills (present day Uttrakhand), Government decided to set up an engineering college. The land had been procured in 1982 for this project rom local vilagers, But since construction activity did not start immediately, the villagers continued their farming activities and uilisation of this land. In year 1985, the foundation stone was laid with great pomp and show. The poor farmers did not understand much as to what will come up there and how ‘would it benefit them in future but yes, they were made to feel proud ofthe achievement for the region. As time passed by, they continued with thelr routine existence. Soon, in 1988, the construction work started. This gave employment to many villagers as dally wagers i rt their incomes. The construction work of Thy fartked the prez 22 PT Ng flewod Oy reser of ad fst phase was cor fice ao asto take in students and sa courses ab of students was | inducted. As they arrived, villagers in academic year of 1991, fratbatchot studi as ie rm pane noticed there were few from hil region for Kunaoh a ry saeing so mainland. These villagers had never had the nts belongedto diferent districts i inland). These stude! ‘many plainwallahs (people from mainient” 1 a foreign cultural setting for them, wihin UF ae er rot conforming their cule! sett Local potiians Similarly, villagers foun’ iat Se eikatarmots : epic oe irted a series of frequent ‘eager to encash this dislike, oss te hus, stated 2 opening of this college, es sr ea eo06S dana cpat demonstrations. mg acuta is Nw eTGCoE am on eva a state tema tat fre te when nee ine ho eutaing ‘ally activites. found itself in fix. eer Got ‘set up all at shifted all students establshing acagenne Sas ‘some settlement of months, State Ge t Luck? Aare state ran engmentO CON dispute had to be done: ‘cont,290 = Managing Confit ane! Negotiation Negotiation “The case of Engineering College, being threatened for surivalby local populations dior inception has following options to consider before administration engages in negotiation with local people: oa Sr hipoy a certen percentage of suitable people from the fia sl displaced. 3 “To have such programmes at College which help local population areeiiid establishing a bond of mutual benefit. Be To increase the quota of hill students being admitted {or the college. Thus, ‘community would get the flavour of local representation. 4 To provide adequate security personnel on permanent basis t0 the college. ‘A clear waming to local leaders informing them of legality have no right on this land once having sold it willingly. “To propose partnerships encouragements to local businessmen io HEAR eauirements of students, maybe, by proving them shops inside oleae “To obtain a firm commitment from gram panchayat that no villager wil furdles in functioning of college. This must include Block Pramukh Bs ‘Sarpanchs ofneighbouring villages. ‘To create a permanent boundary wall around ‘campus to limit the approach. the complex. Although this would be resented by locals again as the frequented paths may not be available once wall is made. : ‘The negotiation started with local leaders demanding total ‘shutdown of expressed their reservation for such large number ‘of youngsters from maintand) staying permanently on their land. They wanted ‘government to give them the| their land as per existing rates now as they feel having been cheated. They pr they will agree on noting ess then compensation for thei land and employment tratieast one family member of those whose lands have been acquired. covernmentrepresentaives stated with explaining the positives aspects ofa stitute in their region ‘and indirect spin-offs to the local merchants. They also ce 13a there can be no e-negotiaton onthe issue of land prices. Further, a issued that Governments witin its rights to punish those who disrupt functor i While entering into next phase of negotiation, Government representatives | ten per cent reservation to those of local who are qualified enough to be ase college staff and government said this college will have forty per cent students b from hill region. i ‘Tha nal stlement reached ate several rounds of negotiation included follow Ape “The local representaves agreed to allow this college to run and t i ‘in middle level employees and fitty per cent reservatio ~ Employeesin staf of college from local popuiation wth preference ands have been acquired.oe oe