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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. Experience 40 years Logistics & Supply Management Experience 30 year Veteran Logistics & Supply Manag
2、ement Coach and Instructor Babineaux Education, Services and Training, Inc.,Direction,Foundation through Definition Negotiation Flow Deadlock Causes Deadlock Breakers,Give as little as you can while getting as much as you can.,Negotiating -,Defining the Subject,The Bargaining Game Problem,Being as h
3、ard as you can to get as much as you can creates “Deadlocks” and/or “No Deals”,Bargaining Give as little as you can while getting as much as you can. Bargaining has its place But if you want strategic agreements Negotiation - A collaboration between people in which they consider alternatives to arri
4、ve at mutually agreeable solutions and/or objectives.,Defining the Subject,When to develop Strategic Supplier Relationships?,Critical,Low,High,High,Value,Low,Strategic Relationship Candidates,Successful Strategic Negotiating Keys,Mutually Satisfying Agreement So that it happens Develop or Strengthen
5、ed 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.,Negotiation:,Direction,Foundation Through Definition Negotiation Flow Deadlock Causes Deadlock Breakers,Negotiation Flow
6、,Entry,Exploration,Give and Take,Closing,Negotiation Flow,Create a Favorable Climate Getting to know who youre dealing with,Negotiation Flow Phase Objectives,Negotiation Flow,Create a Favorable Climate Uncover Interest behind Position Ask why,Entry,Exploration,Give and Take,Closing,Negotiation Flow,
7、Negotiation Flow Phase Objectives,Create a Favorable Climate Uncover Interest and Invent Options Make it easy to say Yes and hard to say No Shape and make offers,Negotiation Flow,Entry,Exploration,Give and Take,Closing,Negotiation Flow,Negotiation Flow Phase Objectives,Create a Favorable Climate Unc
8、over Interest and Invent Options Make it easy to say Yes and hard to say No Affirm the Relationship So that itll happen,Negotiation Flow,Entry,Exploration,Give and Take,Closing,Negotiation Flow,Negotiation Flow Phase Objectives,Direction,Foundation through Definitions Negotiation Flow Deadlock Cause
9、s Deadlock Breakers,Defining the Subject,A collaboration 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,Personality Clashes,Facts,Observable Beh
10、avior of Negotiators,Quick Decisions No Detail Gut Feelings,Relaxed Relationships Routines & habits,Quick Decisions No Time Wasting Control,Slow Decisions Detailed Calm,Feelings,Ask Assertive,Tell Assertive,Opposites DO NOT Attract,Animal Personalities of Negotiators,Natural Reactions Tell Assertive
11、,Strike Back Instinctive Reaction,Natural Reactions Ask Assertive,Give In Easier than Fighting it,Entry,Integrating Breakthrough Techniques during Negotiation Flow,Go to the Balcony,Personality Clashes,Go To The Balcony,How to. Pause and say nothing Take a Time out,While there. Examine how you feel
12、Keep eye on Prize,Go To The Balcony - Key Point,Know your HOT buttons,Entry,Negotiation Flow,Exploration,Deadlock Causes during the Negotiation Flow,Deadlock Causes,Personality Clashes,You dont Understand,Entry,Exploration,Go to The Balcony,Step to their Side,You dont Understand,Integrating Breakthr
13、ough Techniques during the Negotiation Flow,Personality Clashes,Step To Their Side - How to,Listen Actively Paraphrase Ask for Corrections,Step To Their Side - How to,Listen Actively Acknowledge a point Acknowledge their Feelings Offer Apologies,Step To Their Side - How to,Listen Actively Acknowledg
14、e a point Agree whenever you can Accumulate Yeses Tune in to their Wavelength,Step To Their Side - How to,Listen Actively Acknowledge a point Agree whenever you can Acknowledge person Their Authority Their Competence,Step To Their Side - Key Point,Seek FIRST To Understand,Entry,Negotiation Flow,Expl
15、oration,Deadlock Causes during the Negotiation Flow,Deadlock Causes,Personality Clashes,You dont Understand,Give and Take,Resistance to your Ideas,Entry,Exploration,Integrating Breakthrough Techniques during the Negotiation Flow,Go to the Balcony,Step to Their Side,Give and Take,Build them a Golden
16、Bridge,Resistance to your Ideas,Personality Clashes,You dont Understand,Build Them A Golden Bridge What is it ?,A Way to Get to Yes Not their idea - Not Invented Here Interest unmet - Just overlooked Fear losing face - Looking bad Too much too fast - Easier to say no,Involve them,Look beyond positio
17、n,Give them an out,A little at a time,Build Them A Golden Bridge Key Point,Make it easy for them to say YES,Entry,Negotiation Flow,Exploration,Deadlock Causes during the Negotiation Flow,Deadlock Causes,Personality Clashes,You dont Understand,Give and Take,Resistance to your Ideas,Closure,They dont
18、Understand,Entry,Exploration,Integrating Breakthrough Techniques during the Negotiation Flow,Go to the Balcony,Step to their Side,Give and Take,Build them a Golden Bridge,Closure,Use Powerto Educate,They dont Understand,Personality Clashes,You dont Understand,Resistance to your Ideas,Use Power To Ed
19、ucate 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 agreement, 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
20、.N.A.? A Comparison or An Alternative,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 agreement, Ill . . . Display BATNA - without using - We have other things were considering, so . . .,Use Power
21、to Educate - Key Point,Be sure they know the Consequences,Direction Review,Definitions Bargaining vs. Negotiating,Direction Review,Definitions Negotiation Flow Entry Exploration Give and Take Closure,Entry,Exploration,Give and Take,Closing,Negotiation Flow,Create a Favorable Climate Uncover Interest
22、 and Invent Options Make 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 Objectives,Direction Review,Definitions Negotiation Flow Deadlock Causes & Breakers Personality Conflicts - Go to th
23、e Balcony You dont Understand - Step to Their Side Resistance to your Ideas - Build Them a Golden Bridge They 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,