Negotiating Beyond Deadlock

NegotiatingBeyondDeadlockforLogisticsLeadersMovingfromConfrontationtoCollaboration EvenAfterThey veSaidNO ApresentationbyF MichaelBabineaux WhoamI MikeBabineaux C P M A P P Experience40yearsLogistics SupplyManagementExperience30yearVeteranLogistics SupplyManagementCoachandInstructorBabineauxEducation ServicesandTraining Inc Direction FoundationthroughDefinitionNegotiationFlowDeadlockCausesDeadlockBreakers Giveaslittleasyoucanwhilegettingasmuchasyoucan Negotiating DefiningtheSubject TheBargainingGameProblem Beingashardasyoucantogetasmuchasyoucancreates Deadlocks and or NoDeals Bargaining Giveaslittleasyoucanwhilegettingasmuchasyoucan BargaininghasitsplaceButifyouwantstrategicagreementsNegotiation Acollaborationbetweenpeopleinwhichtheyconsideralternativestoarriveatmutuallyagreeablesolutionsand orobjectives DefiningtheSubject WhentodevelopStrategicSupplierRelationships Critical Low High High Value Low StrategicRelationshipCandidates SuccessfulStrategicNegotiatingKeys MutuallySatisfyingAgreementSothatithappensDeveloporStrengthenedRelationshipForthefuture DefiningtheSubject Acollaborationbetweenpeopleinwhichtheyconsideralternativestoarriveatmutuallyagreeablesolutionsand orobjectives Negotiation Direction FoundationThroughDefinitionNegotiationFlowDeadlockCausesDeadlockBreakers NegotiationFlow Entry Exploration GiveandTake Closing NegotiationFlow CreateaFavorableClimateGettingtoknowwhoyou redealingwith NegotiationFlow PhaseObjectives NegotiationFlow CreateaFavorableClimateUncoverInterestbehindPositionAskwhy Entry Exploration GiveandTake Closing NegotiationFlow NegotiationFlow PhaseObjectives CreateaFavorableClimateUncoverInterestandInventOptionsMakeiteasytosayYesandhardtosayNoShapeandmakeoffers NegotiationFlow Entry Exploration GiveandTake Closing NegotiationFlow NegotiationFlow PhaseObjectives CreateaFavorableClimateUncoverInterestandInventOptionsMakeiteasytosayYesandhardtosayNoAffirmtheRelationshipSothatit llhappen NegotiationFlow Entry Exploration GiveandTake Closing NegotiationFlow NegotiationFlow PhaseObjectives Direction FoundationthroughDefinitionsNegotiationFlowDeadlockCausesDeadlockBreakers DefiningtheSubject Acollaborationbetweenpeopleinwhichtheyconsideralternativestoarriveatmutuallyagreeablesolutionsand orobjectives Negotiation Entry NegotiationFlow DeadlockcausesduringNegotiationFlow DeadlockCause PersonalityClashes Facts ObservableBehaviorofNegotiators QuickDecisionsNoDetailGutFeelings RelaxedRelationshipsRoutines habits QuickDecisionsNoTimeWastingControl SlowDecisionsDetailedCalm Feelings AskAssertive TellAssertive OppositesDONOTAttract AnimalPersonalitiesofNegotiators NaturalReactions TellAssertive StrikeBackInstinctiveReaction NaturalReactions AskAssertive GiveInEasierthanFightingit Entry IntegratingBreakthroughTechniquesduringNegotiationFlow GototheBalcony PersonalityClashes GoToTheBalcony Howto PauseandsaynothingTakeaTimeout Whilethere ExaminehowyoufeelKeepeyeonPrize GoToTheBalcony KeyPoint KnowyourHOTbuttons Entry NegotiationFlow Exploration DeadlockCausesduringtheNegotiationFlow DeadlockCauses PersonalityClashes Youdon tUnderstand Entry Exploration GotoTheBalcony SteptotheirSide Youdon tUnderstand IntegratingBreakthroughTechniquesduringtheNegotiationFlow PersonalityClashes StepToTheirSide Howto ListenActivelyParaphraseAskforCorrections StepToTheirSide Howto ListenActivelyAcknowledgeapointAcknowledgetheirFeelingsOfferApologies StepToTheirSide Howto ListenActivelyAcknowledgeapointAgreewheneveryoucanAccumulateYesesTuneintotheirWavelength StepToTheirSide Howto ListenActivelyAcknowledgeapointAgreewheneveryoucanAcknowledgepersonTheirAuthorityTheirCompetence StepToTheirSide KeyPoint SeekFIRSTToUnderstand Entry NegotiationFlow Exploration DeadlockCausesduringtheNegotiationFlow DeadlockCauses PersonalityClashes Youdon tUnderstand GiveandTake ResistancetoyourIdeas Entry Exploration IntegratingBreakthroughTechniquesduringtheNegotiationFlow GototheBalcony SteptoTheirSide GiveandTake BuildthemaGoldenBridge ResistancetoyourIdeas PersonalityClashes Youdon tUnderstand BuildThemAGoldenBridge Whatisit AWaytoGettoYesNottheiridea NotInventedHereInterestunmet JustoverlookedFearlosingface LookingbadToomuchtoofast Easiertosayno Involvethem Lookbeyondposition Givethemanout Alittleatatime BuildThemAGoldenBridge KeyPoint MakeiteasyforthemtosayYES Entry NegotiationFlow Exploration DeadlockCausesduringtheNegotiationFlow DeadlockCauses PersonalityClashes Youdon tUnderstand GiveandTake ResistancetoyourIdeas Closure Theydon tUnderstand Entry Exploration IntegratingBreakthroughTechniquesduringtheNegotiationFlow GototheBalcony SteptotheirSide GiveandTake BuildthemaGoldenBridge Closure UsePowertoEducate Theydon tUnderstand PersonalityClashes Youdon tUnderstand ResistancetoyourIdeas UsePowerToEducate Howtodoit Askreality testingquestions Areyousureyouwanttoendlikethis Warn butdon tthreaten Ifwecan tcometoagreement I ll DisplayBATNA withoutusing DisplayaBATNA WhatisaB A T N A BestAlternativeToNegotiatedAgreement No DisplayaBATNA WhatisaB A T N A AComparisonorAnAlternative UsePowerToEducate Howtodoit Askreality testingquestions Areyousureyouwanttoendlikethis Warn butdon tthreaten Ifwecan tcometoagreement I ll DisplayBATNA withoutusing Wehaveotherthingswe reconsidering so UsePowertoEducate KeyPoint BesuretheyknowtheConsequences DirectionReview DefinitionsBargainingvs Negotiating DirectionReview DefinitionsNegotiationFlowEntryExplorationGiveandTakeClosure Entry Exploration GiveandTake Closing Neg