Negotiating Beyond Deadlock.ppt

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1、Negotiating Beyond Deadlock for Logistics LeadersMoving from Confrontation to Collaboration Even After Theyve Said NO!,A presentation by F.Michael Babineaux,Who am I?,Mike Babineaux,C.P.M.,A.P.P.Experience40 years Logistics&Supply Management Experience30 year VeteranLogistics&Supply Management Coach

2、 and InstructorBabineaux Education,Services and Training,Inc.,Direction,Foundation through DefinitionNegotiation FlowDeadlock CausesDeadlock Breakers,Give as little as you can while getting as much as you can.,Negotiating-,Defining the Subject,The Bargaining Game Problem,Being as hard as you can to

3、get as much as you cancreates“Deadlocks”and/or“No Deals”,Bargaining Give as little as you can while getting as much as you can.Bargaining has its placeBut if you want strategic agreementsNegotiation-A collaboration between people in which they consider alternatives to arrive at mutually agreeable so

4、lutions and/or objectives.,Defining the Subject,When to develop Strategic Supplier Relationships?,Critical,Low,High,High,Value,Low,StrategicRelationshipCandidates,Successful Strategic Negotiating Keys,Mutually Satisfying AgreementSo that it happensDevelop or Strengthened RelationshipFor the future,D

5、efining the Subject,A collaboration between people in which they consider alternatives to arrive at mutually agreeable solutions and/or objectives.,Negotiation:,Direction,Foundation ThroughDefinitionNegotiation FlowDeadlock CausesDeadlock Breakers,Negotiation Flow,Entry,Exploration,Give and Take,Clo

6、sing,Negotiation Flow,Create a Favorable ClimateGetting to know who youre dealing with,Negotiation Flow Phase Objectives,Negotiation Flow,Create a Favorable ClimateUncover Interest behind PositionAsk why,Entry,Exploration,Give and Take,Closing,Negotiation Flow,Negotiation Flow Phase Objectives,Creat

7、e a Favorable ClimateUncover Interest and Invent OptionsMake it easy to say Yes and hard to say NoShape and make offers,Negotiation Flow,Entry,Exploration,Give and Take,Closing,Negotiation Flow,Negotiation Flow Phase Objectives,Create a Favorable ClimateUncover Interest and Invent OptionsMake it eas

8、y to say Yes and hard to say No Affirm the RelationshipSo that itll happen,Negotiation Flow,Entry,Exploration,Give and Take,Closing,Negotiation Flow,Negotiation Flow Phase Objectives,Direction,Foundation throughDefinitionsNegotiation FlowDeadlock CausesDeadlock Breakers,Defining the Subject,A collab

9、oration between people in which they consider alternatives to arrive at mutually agreeable solutions and/or objectives.,Negotiation:,Entry,Negotiation Flow,Deadlock causes during Negotiation Flow,Deadlock Cause,PersonalityClashes,Facts,Observable Behavior of Negotiators,Quick DecisionsNo Detail Gut

10、Feelings,Relaxed RelationshipsRoutines&habits,Quick DecisionsNo Time WastingControl,Slow DecisionsDetailedCalm,Feelings,Ask Assertive,Tell Assertive,Opposites DO NOT Attract,Animal Personalities of Negotiators,Natural Reactions Tell Assertive,Strike BackInstinctive Reaction,Natural Reactions Ask Ass

11、ertive,Give InEasier than Fighting it,Entry,Integrating Breakthrough Techniques during Negotiation Flow,Go tothe Balcony,PersonalityClashes,Go To The Balcony,How to.Pause and say nothingTake a Time out,While there.Examine how you feelKeep eye on Prize,Go To The Balcony-Key Point,Know your HOT button

12、s,Entry,Negotiation Flow,Exploration,Deadlock Causes during the Negotiation Flow,Deadlock Causes,PersonalityClashes,You dontUnderstand,Entry,Exploration,Go toThe Balcony,Step totheir Side,You dontUnderstand,Integrating Breakthrough Techniques during the Negotiation Flow,PersonalityClashes,Step To Th

13、eir Side-How to,Listen ActivelyParaphraseAsk for Corrections,Step To Their Side-How to,Listen ActivelyAcknowledge a pointAcknowledge their FeelingsOffer Apologies,Step To Their Side-How to,Listen ActivelyAcknowledge a pointAgree whenever you canAccumulate YesesTune in to their Wavelength,Step To The

14、ir Side-How to,Listen ActivelyAcknowledge a pointAgree whenever you canAcknowledge personTheir AuthorityTheir Competence,Step To Their Side-Key Point,SeekFIRSTToUnderstand,Entry,Negotiation Flow,Exploration,Deadlock Causes during the Negotiation Flow,Deadlock Causes,PersonalityClashes,You dont Under

15、stand,Give and Take,Resistance toyour Ideas,Entry,Exploration,Integrating Breakthrough Techniques during the Negotiation Flow,Go tothe Balcony,Step toTheir Side,Give and Take,Build them aGolden Bridge,Resistance toyour Ideas,PersonalityClashes,You dont Understand,Build Them A Golden Bridge What is i

16、t?,A Way to Get to Yes Not their idea-Not Invented HereInterest unmet-Just overlookedFear losing face-Looking badToo much too fast-Easier to say no,Involve them,Look beyond position,Give them an out,A little at a time,Build Them A Golden Bridge Key Point,Make it easyfor them to sayYES,Entry,Negotiat

17、ion Flow,Exploration,Deadlock Causes during the Negotiation Flow,Deadlock Causes,PersonalityClashes,You dontUnderstand,Give and Take,Resistance toyour Ideas,Closure,They dontUnderstand,Entry,Exploration,Integrating Breakthrough Techniques during the Negotiation Flow,Go tothe Balcony,Step totheir Sid

18、e,Give and Take,Build them a Golden Bridge,Closure,Use Powerto Educate,They dontUnderstand,PersonalityClashes,You dontUnderstand,Resistance toyour Ideas,Use Power To Educate How to do it,Ask reality-testing questions-Are you sure you want to end like this?Warn,but dont threaten-If we cant come to ag

19、reement,Ill.Display BATNA-without using,Display a BATNA,What is a B.A.T.N.A.?Best Alternative To Negotiated Agreement,No,Display a BATNA,What is a B.A.T.N.A.?A Comparison orAn Alternative,Use Power To Educate How to do it,Ask reality-testing questions-Are you sure you want to end like this?Warn,but

20、dont threaten-If we cant come to agreement,Ill.Display BATNA-without using-We have other things were considering,so.,Use Power to Educate-Key Point,Be sure they know the Consequences,Direction Review,DefinitionsBargaining vs.Negotiating,Direction Review,DefinitionsNegotiation FlowEntryExplorationGiv

21、e and TakeClosure,Entry,Exploration,Give and Take,Closing,Negotiation Flow,Create a Favorable ClimateUncover Interest and Invent OptionsMake it easy to say Yes and hard to say No Affirm the Relationship,Negotiation Flow,Entry,Exploration,Give and Take,Closing,Negotiation Flow,Negotiation Flow Phase

22、Objectives,Direction Review,DefinitionsNegotiation FlowDeadlock Causes&BreakersPersonality Conflicts-Go to the BalconyYou dont Understand-Step to Their SideResistance to your Ideas-Build Them a Golden BridgeThey dont Understand-Use Power to Educate,Negotiating Beyond Deadlock for Logistics Leaders,A presentation by F.Michael Babineaux,C.P.M.,A.P.P.President/CEO,Babineaux Education,Services and Training,Inc.WWW.BEST(901)853-0539,