This case gives students an opportunity to deal with a conflict situation between a young, highly successful sales rep and his boss, an old-guard veteran manager with values and experiences derived from a different generation. The situations described in the case drive home the point that parties in a conflict need to understand each other’s beliefs and values and recognize how these beliefs and values influence the individual’s behavior. In this case, the boss’s rigidity, personal insecurity, and inability to communicate his feelings will probably cause the employee to seek employment elsewhere. On the other hand, the latter’s arrogance and his inability to take steps to improve his relationship with the boss will probably hinder his career advancement within the company.
Darden Business Publishing – University of Virginia