| It seems as though no matter how long I recognized | | | | routine changed radically. Every one of the |
| the fact that the "chicken dance" always preceded | | | | department heads and managers either leaned back |
| negotiations, I always was learning new steps to the | | | | away from the table or actually pushed their chairs |
| dance routine. Even though the ultimate objective of | | | | back from the table. Other than the shift in position |
| the dance -- to gain power or position -- never | | | | sending a clear signal that I had absolutely no |
| changes, adding the element of a new culture to the | | | | support, it also gave "Gregarious Bob" a much clearer |
| mix, always brings additional, and somewhat different, | | | | shot at me! |
| steps to the dance routine. | | | | Of course, everyone else in the room remained mute |
| In the situation that follows, the "chicken dance" | | | | for a moment, after which a few of my "close allies" |
| dragged out over a period of years, and ultimately, | | | | started taking "pot shots" at the assumptions in the |
| crossed the border into Mexico where it became | | | | study. Once on a roll, of course, they proceeded to |
| commingled with some steps from the "Mexican Hat | | | | attack the conclusion and the recommendation. After |
| Dance" -- an interesting combination to say the least! | | | | all, why jump in on the dance floor when the music is |
| Just to set the stage, I had been working for Ford in | | | | off key. |
| Mexico during the period 1974 - 1977. In early 1980, I | | | | The funny part is about six months later "Gregarious |
| was the business planning manager for one of Ford's | | | | Bob" accepted a job in Brazil where he remained for |
| component manufacturing divisions in Michigan. At | | | | several years. After that he spent many years in |
| that time, all of the division's manufacturing | | | | Europe running other operations for Ford before |
| operations were located in southeast Michigan. | | | | returning to the US. So much for not getting involved |
| To the extent that the division required additional | | | | in operations outside the US, or living abroad. |
| manufacturing capacity, I believed that they should | | | | Once the new general manager settled in, I blew the |
| seriously consider establishing operations in Mexico. | | | | dust off my "Mexican Proposal," rescued it from my |
| There were significant advantages to locate there in | | | | desk drawer and gave it another shot. This time, |
| terms of lower labor costs, government incentives, | | | | almost to my surprise, I was encouraged to proceed. |
| as well as export credits to name a few. | | | | Back then Mexican law required that automotive |
| To me, it seemed like a "no brainer," and I convinced | | | | suppliers be established as joint ventures with the |
| myself that everyone would sign up to be on the | | | | local partner owning a majority interest. That began |
| team to develop the project. Accordingly, I set up a | | | | the next phase of the "chicken dance," and I did not |
| meeting with the general manager and and a few | | | | have a clue as to just how many new dance steps I |
| department heads, and invited them to a | | | | was about to learn. |
| presentation outlining the benefits of locating in | | | | Once we selected a partner, from among several |
| Mexico versus building more new facilities in the same | | | | candidates, it took six months of continuous |
| area of Michigan. I was so sure of myself that I | | | | negotiations to "ink the deal." To say that the |
| wanted all of the "top dogs" in the division to be | | | | negotiations were interesting and educational would |
| there to participate. The meeting was attended by | | | | be an understatement, particularly as this was my |
| the general manager, "Gregarious Bob," who of | | | | first endeavor in negotiating a joint venture between |
| course was positioned at the head of the table. | | | | two very large business entities both of which had a |
| "Gregarious Bob" was flanked by his controller, and | | | | very definitive list of "must haves." |
| his director of operations. Also seated along both | | | | Once signed, the next phase of the "chicken dance |
| sides of the table were the director of human | | | | Mexican hat dance" began. As the facility was |
| resources, all four local plant managers, and just | | | | constructed and the workforce trained, new steps |
| about every other manager who caught wind of the | | | | were being introduced on every month. It seemed as |
| meeting. I, of course was seated at the far end of | | | | though the two parties were continuously jockeying |
| the table, opposite "Gregarious Bob." | | | | for position. |
| As I looked around the room, it was a full house and | | | | Although the initial phase followed a bumpy path, the |
| I was about to lead what I believed was a well | | | | parties had the foresight to look at the long term |
| orchestrated dance. I must admit that in retrospect, | | | | benefits and work out their differences. Once the |
| it felt as though the whole world was looking down | | | | manufacturing operation was "up and running," and |
| at me. | | | | was producing adequate quantities of high quality |
| Well, I outlined the proposal to "Gregarious Bob" who | | | | parts, both parties got "Beyond the Chicken Dance." |
| very quickly told me that I must be out of my mind. | | | | At that point they sat around the table (rather than |
| He vigorously advised me that he believed that | | | | opposite one another), put their heads together to |
| southeast Michigan was the right location, and that he | | | | "make the pie bigger" so that they each had more at |
| would never consider operating or living outside the | | | | the end of the day. |
| US. As he is saying the words, he is flushing from red | | | | Bottom line: They operated a very successful, |
| to purple, and the veins in his neck appeared ready | | | | growing business for many years after I left Ford in |
| to explode. It was about that time that the dance | | | | the early 1990's. |