如何与同事沟通negotiatingwithcolleagues.ppt

Negotiating With Colleagues (A Lot Like Negotiating With Your Spouse),by: F. Michael Babineaux, C.P.M. President/CEO Babineaux Educational Services and Training, Inc.,A Presentation to,Who am I?,F. Michael “Mike” Babineaux, C.P.M., A.P.P. Experience 40 years Supply Management Experience 30 year FedEx Veteran Lifetime C.P.M. & A.P.P. Recent CPSM SCM Speaker, Coach & Trainer Babineaux Education, Services and Training, Inc.,Negotiating With Engineers (and Other Internal Customers),“Internal business negotiations surely occur more often than external ones.” “Purchasers frequently find that the primary negotiation takes place internally rather than with suppliers.” Therefore, they may also be more important.”,By Dr. Lee Buddress, C.P.M. and Dr. Alan Readels, C.P.M.,Subject,Negotiating with . . . Colleagues,Subject,Negotiating with . . . Colleagues Spouses,Subject,Negotiating with . . . Colleagues Spouses Children,Subject,Negotiating with . . . Colleagues Spouses Other Independent Suppliers,Negotiating with very little competitive levers and/or authority,Subject,Direction,Two Definitions Four Personalities Six Step Process,Definitions,Negotiating - Give as little as you can while getting as much as you can,Definitions,Bargaining - Give as little as you can while getting as much as you can Bargaining has its place,Defining the Subject,A collaboration between people in which they consider alternatives to arrive at mutually agreeable solutions and/or objectives.,Negotiating with Colleagues:,Negotiating with Colleagues Keys,Mutually Satisfying Agreement So that it happens Develop or Strengthened Relationship For the future,Defining the Subject,A collaboration between people in which they consider alternatives to arrive at mutually agreeable solutions and/or objectives.,Negotiating with Colleagues:,Direction,Two Definitions Four Personalities Six Step Process,Observable Behavior of Colleagues,Quick Decisions No Detail Energetic,Slow Decisions Relationships Relaxed,Quick Decisions No Time Wasting Control,Slow Decisions Detailed Calm,Opposites Dont Attract,Using Awareness Of Behavior Styles To Negotiate More Effectively,“In order to be an effective negotiator, we must: Learn to recognize differences among our colleagues and their behavior styles and adjust our own behavior to negotiate more effectively.”,by Jacqueline L. Miller, C.P.M., Purchasing Product Manager Hennessy Industries,Direction,Two Definitions Four Personalities Six Step Process,Process Steps,Describe Positions Offer to Negotiate Invent Options Evaluate Alternatives Pick the Best Plan Implementation,Process Steps,Describe Positions Look for interest behind position The more discussion, the more understanding,Covey Quote,The Fifth Habit Seek first to understand . . . “The psychological equivalent of air is to feel understood.”,Stephen R. Covey,Creating the Right Environment,“You can lead a horse to water but, you cant make it drink” Unless you run it around the pond long enough to make it thirsty.,Process Steps,Describe Positions Offer to Negotiate Take the lead Collaboration may be a better choice,Process Steps,Describe Positions Offer to Negotiate Invent Options No one answer Creative solutions that integrate interest Advance preparation Tips Use Brainstorming Think out of the box,Process Steps,Describe Positions Offer to Negotiate Invent Options Evaluate Alternatives Joint criteria Unacceptable eliminated Weighted Decision Analysis,Process Steps,Describe Positions Offer to Negotiate Invent Options Evaluate Alternatives Pick the Best Obvious next step,Describe Positions Offer to Negotiate Invent Options Evaluate Alternatives Pick the Best Plan Implementation Who will do what by when Follow up plans,Process Steps,Process Steps Review,Describe Positions Offer to Negotiate Invent Options Evaluate Alternatives Pick the Best Plan Implementation,Eight Final Thoughts,Warn People Agendas, Written Requests Time Request First thing for a morning person Sell Benefits/Penalties Whats in it for them? Ask for More Settle for less,Eight Final Thoughts,Timetable/Deadline Let them know Sympathy & Guilt Dont let me down Make it Easy Dont put obstacles in their way Give Rewards/Recognition Appreciation breeds cooperation Theres always tomorrow,Summary,Negotiating with Colleagues Two Definit