2009 05 05 win win negotiating skills
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1 2009 BENATECH, INC.
Iselin, NJ ASHRAEWin-Win Negotiating Skills.2009.1.ppt
LEADERSHIP
EXCELLENCE
WIN-WIN NEGOTIATING SKILLS
Iselin, NJ ASHRAE May 5, 2009
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2 2009 BENATECH, INC.
Iselin, NJ ASHRAEWin-Win Negotiating Skills.2009.1.ppt
LEADERSHIP
EXCELLENCE Presented by:
Barry Benator, P.E., CEM
BENATECH, INC.
Atlanta, GA
(770) 998-3302 Phone
www.Benatech.com
BBenator@Benatech.com
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3 2009 BENATECH, INC.
Iselin, NJ ASHRAEWin-Win Negotiating Skills.2009.1.ppt
LEADERSHIP
EXCELLENCE About Your Presenter
s Barry Benator, P.E., CEM, is founder and president of BENATECH INC., a leadership andmanagement consulting firm serving clients throughout the U.S. and internationally. He hasmore than 30 years of consulting and training experience for corporate and governmentalclients, and has taught leadership and management skills to more than 5,000 executives,managers, engineers and others in leadership positions.
s His clients have included: ASHRAE, Heery International, Chevron Energy Solutions, FloridaPower & Light Co., Progress Energy, American Public Power Association, Cox Enterprises,
Association of Energy Engineers and the Department of Defense.
s Barry has an M.B.A. in finance from Loyola College and bachelor and M.S. degrees inelectrical engineering from Georgia Tech. He is an ASHRAE Distinguished Lecturer, a Myers-Briggs Type Indicator Master Practitioner, a Certified Situational Leadership Programtrainer, a professional engineer and a certified energy manager.
s Prior to his civilian career, Barry was a nuclear powered submarine officer.
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4 2009 BENATECH, INC.
Iselin, NJ ASHRAEWin-Win Negotiating Skills.2009.1.ppt
LEADERSHIP
EXCELLENCE Copyright/Trademark Information
s 2009 BENATECH, INC. This PowerPoint presentation,electronic and hard copies thereof, and associatedhandouts, case studies and role plays not copyrighted byothers are copyrighted by BENATECH, INC.
s
No part of this program may be reproduced in any form orformat now known or which may be invented in the futurewithout permission of the respective publisher.
s Leadership Excellence and Project ManagementExcellence are registered trademarks of BENATECH, INC.
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6 2009 BENATECH, INC.
Iselin, NJ ASHRAEWin-Win Negotiating Skills.2009.1.ppt
LEADERSHIP
EXCELLENCE
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7 2009 BENATECH, INC.Iselin, NJ ASHRAEWin-Win Negotiating Skills.2009.1.ppt
LEADERSHIP
EXCELLENCE
Lets get into it!
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8 2009 BENATECH, INC.Iselin, NJ ASHRAEWin-Win Negotiating Skills.2009.1.ppt
LEADERSHIP
EXCELLENCE
Negotiations
Mutual discussions for the purpose
of arriving at the terms of a
transaction or agreement
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9 2009 BENATECH, INC.Iselin, NJ ASHRAEWin-Win Negotiating Skills.2009.1.ppt
LEADERSHIP
EXCELLENCENegotiation Skills
Learned or Natural Ability?
s Definition: Negotiation: Mutual discussions for the purposeof arriving at the terms of a transaction or agreement.
s Successful negotiating is a skill. It is not something you haveor dont have. (Gerard Nierenberg, The Art of Negotiating)
s Like playing a sport, flying an airplane, or driving a car,becoming an effective negotiator is a skill that can be learned.
s Some people have a natural talent for it. Others do not.
s If you do not have a natural inclination for negotiating,you can learn how to do it, and do it well!
s If you do have a natural talent for it, you can improve that skillwith training and practice.
s This presentation will give you some tools to help you becomean effective negotiator
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10 2009 BENATECH, INC.Iselin, NJ ASHRAEWin-Win Negotiating Skills.2009.1.ppt
LEADERSHIP
EXCELLENCE Win - Win Negotiations
Negotiations in which both parties come away winnersand both parties are committed to upholding their ends ofthe agreement
(The Win-Win Negotiator)
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11 2009 BENATECH, INC.Iselin, NJ ASHRAEWin-Win Negotiating Skills.2009.1.ppt
LEADERSHIP
EXCELLENCE Win - Win Negotiations
Negotiations in which both parties come away winnersand both parties are committed to upholding their ends ofthe agreement
(The Win-Win Negotiator)
s Negotiation
s Both parties
s Winners
s Committed
s Upholding their ends of the agreement
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12 2009 BENATECH, INC.Iselin, NJ ASHRAEWin-Win Negotiating Skills.2009.1.ppt
LEADERSHIP
EXCELLENCE Possible Negotiating Strategies
You Command/My way or highway
You Give In/Need Any Deal
Collaborate/Win-Win
Compromise
HIGH
LOW
Yourapparen
tw
in
HIGHOther sides apparent win
Win-Lose/Short
Lose-Lose/Long
Okay/Short TermLose-Lose/Long
Win-Win/Short
Win-Win/Long
This is our goal!
Lose-Win/ShortLose-Lose/LongAvoid, dontnegotiate
Your needs satisfied
Counterparts needs satisfied
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13 2009 BENATECH, INC.Iselin, NJ ASHRAEWin-Win Negotiating Skills.2009.1.ppt
LEADERSHIP
EXCELLENCE Possible Negotiating Strategies
You Command/My way or highway
You Give In/Need Any Deal
Collaborate/Win-Win
Compromise
HIGH
LOW
Yourapparen
tw
in
HIGHOther sides apparent win
Win-Lose/Short
Lose-Lose/Long
Okay/Short TermLose-Lose/Long
Win-Win/Short
Win-Win/Long
This is our goal!
Lose-Win/ShortLose-Lose/Long
Winners Circle!
Avoid, dontnegotiate
Your needs satisfied
Counterparts needs satisfied
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14 2009 BENATECH, INC.Iselin, NJ ASHRAEWin-Win Negotiating Skills.2009.1.ppt
LEADERSHIP
EXCELLENCEPrinciples of
Win Win Negotiating
s
What it is not: A game where one side wins and the other side losess What it is: A relationship whereby We both win (1+1 = 4)
Why?
s Fundamental principle in negotiations need satisfaction
s Look for creative ways to satisfy your and your counterparts needs
s Establish a friendly climate of mutual interests and trusts Negotiation is the beginning of a process, not the end
Look for a long-term mutually beneficial relationship
s Dont be afraid to give up something to get something
s Be open to creative ways to satisfy critical needs look beyond currentsituation forwin - win
s Everyone is better off than before the negotiation
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BENATECH, INC.Iselin, NJ ASHRAEWin-Win Negotiating Skills...ppt
LEADERSHIP
EXCELLENCE
Negotiating involves communicatingwith people.
Lets look at how we cancommunicate with people better.
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16 2009 BENATECH, INC.Iselin, NJ ASHRAEWin-Win Negotiating Skills.2009.1.ppt
LEADERSHIP
EXCELLENCEWhy Effective Communication is
Important in Negotiations
s Engineers are good at calculations and equations
s However, we deal with people all the time, especially innegotiating
s It is imperative that we work well with people, listen
effectively, and be able to communicate with them toaccomplish our goals
s This part of my presentation will give you tools to do that
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17 2009 BENATECH, INC.Iselin, NJ ASHRAEWin-Win Negotiating Skills.2009.1.ppt
LEADERSHIP
EXCELLENCE Communication Model
Thought Sender Encodes Message
Words
Pictures
Transmits the Message
Receiver receives message:
- Hears it
- Reads it
- Feels itReceiver decodes
message
Interprets meaning
Receiver ACTS
on message
How many opportunities are there
for miscommunication ?
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18 2009 BENATECH, INC.Iselin, NJ ASHRAEWin-Win Negotiating Skills.2009.1.ppt
LEADERSHIP
EXCELLENCE
Personality Types/Communication Styles
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19 2009 BENATECH, INC.Iselin, NJ ASHRAEWin-Win Negotiating Skills.2009.1.ppt
LEADERSHIP
EXCELLENCEPersonality Types/
Communication Styles
s Research by Swiss psychologist Carl Jungsuggested there are recognizable differences inpersonality types among people.
s Isabel Briggs Myers and her mother Katharine Briggsextended and refined Jungs theory into what is nowknown as theMyers-Briggs Type Indicator (MBTI)
s The following slides summarizes four differentpersonality types that will help you work with andcommunicate with people more effectively.
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20 2009 BENATECH, INC.Iselin, NJ ASHRAEWin-Win Negotiating Skills.2009.1.ppt
LEADERSHIP
EXCELLENCE
s Feeler
Considers people and friendships important. They are genuinely concerned about otherpeoples feelings and go out of their way not to offend.
Strength: People sense the Feelers concern and are put at ease by them.
Weakness: Can miss the big picture and mission by being overly concerned with othersfeelings. May not give you bad news out of a desire not to hurt.
Tips for working with Feelers:
Be prepared for small talk (schmoozing) before getting to the issues needing consideration.Allow time for small talk.
Listen and be responsive.
Dont be domineering or threatening.
Be supportive of the Feelers issues in seeking to accomplish your own.
Behavioral/CommunicationStyle Differences
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21 2009 BENATECH, INC.Iselin, NJ ASHRAEWin-Win Negotiating Skills.2009.1.ppt
LEADERSHIP
EXCELLENCE
s
Sensor Sensors are strong, decisive, results-oriented people. They tend to
keep their emotions to themselves.
Strength: They are energetic, dynamic implementers. Highlymission-focused. They get things done!
Weakness: Can appear overly pushy or demanding at times. May notpickup on human dynamics of a situation. May make a decisionbefore having all relevant facts
Tips for working with sensors:
Be brief, specific and to the point.
Be well-prepared.
Provide alternative solutions with pros and cons of each.
Dont waste their time.
Behavioral/CommunicationStyle Differences(cont.)
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22 2009 BENATECH, INC.Iselin, NJ ASHRAEWin-Win Negotiating Skills.2009.1.ppt
LEADERSHIP
EXCELLENCE
s Thinker
Thinkers are logical and organized. They deal with facts, data, logic, details.Thinkers have tendency toward perfection. They tend to keep their feelingsand emotions inside, and do not usually reveal them to others.
Strength: The information they provide is usually very accurate.
Weakness: Can be overly cautious. May not pickup on human dynamics of
a situation.
Tips for working with Thinkers:
Prepare. Be as logical, practical, orderly and accurate as you can.
Provide tangible and practical evidence or at least be prepared to do so if asked.
List pros and cons of any suggestions you make.
Dont be disorganized.
Dont rush the decision-making process if at all possible.
Behavioral/CommunicationStyle Differences (cont.)
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23 2009 BENATECH, INC.Iselin, NJ ASHRAEWin-Win Negotiating Skills.2009.1.ppt
LEADERSHIP
EXCELLENCE
s Intuitor
Intuitors are highly enthusiastic and creative people. They have strongconceptualization skills, and can think outside the box. They enjoy the world ofpossibilities, group activities (like parties) and feel less comfortable in restrictiveenvironments.
Strength: Think big picture. Future oriented. Long-range thinkers. Many ideas.Often see opportunities others miss.
Weakness: Can often appear to be abstract or vague, unresponsive todeadlines.
Tips for working with Intuitors:
Plan interactions that support their dream.
Allow time for exploring their ideas.
Help them focus by providing ways for implementing action. Try to stay on agenda or you will take many tangents.
Behavioral/CommunicationStyle Differences(cont.)
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25 2009 BENATECH, INC.Iselin, NJ ASHRAEWin-Win Negotiating Skills.2009.1.ppt
LEADERSHIP
EXCELLENCE Preparation
s Congratulations you have been selected fornegotiations!
s Now its time to prepare for success
s First step review this presentation and your notes to
refresh yourself on the fundamentals of effectivenegotiations
s Strategize with your negotiation teammates to develop astrategy
s Develop a plan incorporating your negotiation knowledgeand the needs of your customer
s Practice, refine, practice, refine, practice
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26 2009 BENATECH, INC.Iselin, NJ ASHRAEWin-Win Negotiating Skills.2009.1.ppt
LEADERSHIP
EXCELLENCEEstablish Win Win Climate
s Seek to establish a climate of mutual trust and shared goals
s Get to know your counterpart as a person (family, likes &dislikes, college, sports teams, etc.). But dont be intrusive.
s Some clients like to small talk (schmooze) before beginningnegotiations. If you are a sensor, have patience.
s Its okay to get coffee for your counterparts Dont miss an opportunity to personalize the relationship:
Congratulatory note on your counterparts new baby, promotion,favorite team victory, etc.
s
Consider sharing with your customer how you arrived at yourfee proposal. BENATECH sent our fee spreadsheet to our DODcustomers. First step in establishing trust relationship.
Seeking to establish a positive climate with counterpart
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27 2009 BENATECH, INC.Iselin, NJ ASHRAEWin-Win Negotiating Skills.2009.1.ppt
LEADERSHIP
EXCELLENCEIts Not Always About Money
s
Everyone would like to earn more money, but other thingsmay be just as important in any particular negotiation
s You may be willing to accept a lower fee if you could stretchout the project a few months to complete some existingprojects and free resources
s Your customer might be willing to stretch out the schedule toobtain a reduced fee
s Same issues with your subcontractors.
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28 2009 BENATECH, INC.Iselin, NJ ASHRAEWin-Win Negotiating Skills.2009.1.ppt
LEADERSHIP
EXCELLENCEBe Willing to Leave Something
On the table
s Contrary to Gordon Gekko (movie Wall Street), in win winnegotiating, greed is not good.
s Even when you have the stronger negotiating position (e.g.,negotiating with a subcontractor who you know needs thework), treat the other firm fairly. Dont wring everything youcan out of a deal.
s Its not worth the bad feelings and resentment, and it mayresult in your sub cutting corners on quality and or seeking torecoup the funds through elevated change-order fees.
s Similarly, by treating the subconsultant fairly, when you needsome help (and all firms do from time to time), the consultantmight fix a mistake your firm made at little or no extra cost.
s Your experiences on this point . . .
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30 2009 BENATECH, INC.Iselin, NJ ASHRAEWin-Win Negotiating Skills.2009.1.ppt
LEADERSHIP
EXCELLENCE Relationship Management
s Always remember, the effects of negotiations outlast theactual negotiations.
s Think of your negotiations as the beginning of a relationshipwith your counterpart.
Perform, Perform, Perform!
If you are the contractor, you want to do such a good job that thecustomer will give you favorable consideration for the next job.Make your customers life easy.
If you are working with a subcontractor, treat the sub with
respect and as a valuable member of your team. Seek toestablish a relationship with the sub such that the last thinghe/she would want to do is let you down. Pay the sub on time,thank him/her for good work, provide positive recommendations,if earned
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31 2009 BENATECH, INC.Iselin, NJ ASHRAEWin-Win Negotiating Skills.2009.1.ppt
LEADERSHIP
EXCELLENCE
PRACTICE
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32 2009 BENATECH, INC.Iselin, NJ ASHRAEWin-Win Negotiating Skills.2009.1.ppt
LEADERSHIP
EXCELLENCEPractice
s
Now that you have reviewed the guidance in thispresentation, developed a negotiation strategy and preparedfor your upcoming negotiation you will want to practice:
In front of a mirror
Feedback and refine
With a colleague / spouse / significant other
Feedback and refine
With negotiation team members ABSOLUTE MUST evenif by conference call
Feedback and refine
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33 2009 BENATECH, INC.Iselin, NJ ASHRAEWin-Win Negotiating Skills.2009.1.ppt
LEADERSHIP
EXCELLENCE Next Steps
s A course on win-win negotiating skills:
It should cover the principles of win win negotiating and include job-relevant role plays that allow you to practice applying win winnegotiating skills and to receive feedback from the facilitator and yourcolleagues
Its a plus if the course will allow you videotape/DVD your role playsso you can refine and critique them back at your office or home.
s A course on personality types such as theMyers-Briggs Type Indicator (MBTI).
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34 2009 BENATECH, INC.Iselin, NJ ASHRAEWin-Win Negotiating Skills.2009.1.ppt
LEADERSHIP
EXCELLENCE Review
s Negotiation Skills Learned or natural ability?
s Definition of negotiation
s Negotiation Strategies
s
Personality Types / Communication Styless Win - Win Negotiating Principles
s Prepare and Practice
s Continuing education on negotiating skills
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35 2009 BENATECH, INC.Iselin, NJ ASHRAEWin-Win Negotiating Skills.2009.1.ppt
LEADERSHIP
EXCELLENCE
Thank you for
your attention.
I appreciate your interest andparticipation.
Questions?
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