WEBVTT 00:00:10.989 --> 00:00:17.049 In problem solving situations, global colleagues may demonstrate different attitudes towards risk. 00:00:17.170 --> 00:00:21.498 Some cultures are uncomfortable in uncertain or unknown situations, 00:00:21.499 --> 00:00:25.409 while others are able to readily accept a higher level of uncertainty. 00:00:25.489 --> 00:00:30.645 Acknowledging these differences can become important when solving problems in the workplace. 00:00:30.655 --> 00:00:33.467 I'm glad you can join us today Sarit. How's the weather in Mumbai? 00:00:33.489 --> 00:00:38.449 Hello Robin. It's a little after sunset so the temperature is around 90 Fahrenheit. 00:00:38.450 --> 00:00:42.365 Oh my goodness. Well it's a good thing you have AC. I have Elicia here with me. 00:00:42.497 --> 00:00:47.406 Hello again Sarit. I haven't spoken to you since the international sales meeting. You are well? 00:00:47.410 --> 00:00:50.521 Yes I am. Thank you. OK - well let's get started. 00:00:50.521 --> 00:00:56.610 The job for the three of us is to figure out the pricing for the new formulary that we'll be rolling out in the U.S. 00:00:56.627 --> 00:00:59.671 We'll need pricing for new customers, for existing customers 00:00:59.672 --> 00:01:02.809 and for bundling it with the existing encapsulated dosage. 00:01:02.815 --> 00:01:06.708 Sarit - I'm sending you a time line for the rollout that Ava and I worked on. 00:01:06.808 --> 00:01:09.968 It's aggressive, but we think we can do it. Let me know when you get it. 00:01:10.007 --> 00:01:14.883 Okey. So if the three of us can agree on pricing then we present to management? 00:01:15.083 --> 00:01:16.083 Yes. 00:01:16.165 --> 00:01:20.294 Yes. I see the time line right here but I haven't opened it, yet. 00:01:20.749 --> 00:01:24.200 I'll need to look it over very carefully and then I get back to you. 00:01:24.200 --> 00:01:29.753 So Sarit - this is exactly what we did last year when we changed the formulary from capsules to liquid. 00:01:29.935 --> 00:01:31.999 Do you have last year's pricing breakdown? 00:01:31.999 --> 00:01:36.096 I'm sure I do. I'll go ahead and send it over to you once I review your time line. 00:01:36.252 --> 00:01:39.207 And I do remember that there is an executive summary page 00:01:39.208 --> 00:01:42.391 included before the spreadsheets that we can use as a guideline. 00:01:42.392 --> 00:01:45.211 Should we look at the sales patterns in the different regions? 00:01:45.356 --> 00:01:51.099 What if they're different? Maybe we can't really do anything until we see your spreadsheet. 00:01:51.219 --> 00:01:54.973 I'd really like to get the executive summary today so we can talk about it. 00:01:54.975 --> 00:01:59.083 Elicia - we could look at last year's sales patterns across regions. 00:01:59.393 --> 00:02:04.766 And we can use those figures as the framework to propose a pricing structure for this year. 00:02:04.766 --> 00:02:08.289 And we can always adjust it later once we have the actual sales figures. 00:02:08.310 --> 00:02:12.327 Exactly. Sales figures could take weeks to confirm. 00:02:12.482 --> 00:02:16.896 Today we can at least get a preliminary recommendation for management to look at. 00:02:16.897 --> 00:02:19.837 Wait. Was the last rollout in the same quarter? 00:02:19.892 --> 00:02:22.582 Cold and flu season could make a difference in demand. 00:02:22.584 --> 00:02:27.506 And what about the sales force? Did they have trouble presenting it to physicians, or was it easy? 00:02:27.515 --> 00:02:32.143 Good point. Maybe we should price it upwards by a percentage. 00:02:32.145 --> 00:02:33.794 That's not what I meant. 00:02:34.099 --> 00:02:37.518 Elicia is putting up barriers to the rollout, and I am not sure why. 00:02:37.667 --> 00:02:41.480 Something seems to be bothering her. I need a moment to think about this. 00:02:41.567 --> 00:02:45.499 Excuse me - but there is something to attend to for a moment here. 00:02:45.656 --> 00:02:51.941 Would you object to taking a short break - maybe 10 minutes - and then we resume our discussion? 00:02:51.943 --> 00:02:53.213 Yes. A break would be good. 00:02:53.213 --> 00:02:58.873 Ok. Fine. I'll put you on mute. Let's be back in 10 minutes so we can move forward. 00:02:58.979 --> 00:03:03.999 When people approach risk differently, negotiation and problem solving change. 00:03:04.000 --> 00:03:08.816 It is possible to detect the level of comfort with a strategy or situation. 00:03:08.839 --> 00:03:12.218 The OPEN process can help uncover thoughts and feelings 00:03:12.219 --> 00:03:16.008 and reveal how much information people may be needed. 00:03:19.723 --> 00:03:24.313 Robin and Elicia have very different levels of comfort with risk and uncertainty. 00:03:24.467 --> 00:03:29.982 Although Sarit is not adverse to risk, he detected Elicia's discomfort and addressed it. 00:03:29.983 --> 00:03:35.954 Thanks for the break. So I was thinking. Elicia, you've been with our company the longest. 00:03:36.299 --> 00:03:38.761 Elicia clearly needs more information. 00:03:38.761 --> 00:03:42.478 We should acknowledge that and maybe we can get her the information that is critical, 00:03:42.738 --> 00:03:44.247 so we can keep things moving. 00:03:44.248 --> 00:03:48.451 So, what sort of background information or data do you believe we need 00:03:48.490 --> 00:03:51.513 to make a pricing and bundling recommendation? 00:03:51.583 --> 00:03:56.084 We need the sales figures you mentioned. We could use information from the sales force. 00:03:56.085 --> 00:04:00.659 Broken down per region. We need to know if the manufacturing cost will be different 00:04:00.660 --> 00:04:03.405 based on the new packaging and increases in vendor costs. 00:04:03.410 --> 00:04:04.791 We need that information... Hold it. 00:04:04.792 --> 00:04:09.046 If we do all that we'll be releasing this in three years not three quarters. 00:04:09.177 --> 00:04:15.433 Let's base our prices on information we already have and chenge it later if we need to. 00:04:15.605 --> 00:04:21.797 Robin, I agree that getting to market is critical but I think Elicia may have a point. 00:04:21.799 --> 00:04:27.359 Elicia - what is the minimum amount of additional information you think we should gather, 00:04:27.360 --> 00:04:30.078 and still be able to move forward quickly with a recommendation? 00:04:30.079 --> 00:04:35.308 At the minimum we should have the sales figures broken down by quarter for last year's release... 00:04:35.700 --> 00:04:40.889 We know that one culture may view a new direction as interesting or a way to make progress 00:04:40.890 --> 00:04:44.910 while those from another culture look at the same view and see danger. 00:04:45.409 --> 00:04:51.128 So remember, when solving problems or making decisions, flexibility is often needed.