1 / 24

Negotiating with Confidence to Meet Agency Needs

Negotiating with Confidence to Meet Agency Needs. GSA Training Conference and Expo 2010. Michael Bevis Competency and Certification Manager Federal Acquisition Institute. Sources of Confidence. Competence Capacity Alignment Preparation . The Core Competencies Process The Tools

Mia_John
Download Presentation

Negotiating with Confidence to Meet Agency Needs

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Negotiating with Confidence to Meet Agency Needs GSA Training Conference and Expo 2010 Michael Bevis Competency and Certification Manager Federal Acquisition Institute

  2. Sources of Confidence Competence Capacity Alignment Preparation

  3. The Core Competencies Process The Tools The Tolerances Negotiation Skills Approach Method Tools Competence

  4. Who are you Conflict Resolution Mode Comfort Zone Personal Team Situational Adjustments Negotiation Skills - Approach

  5. Conflict Resolution Modes Competing Collaborating Compromising Avoiding Accommodating Negotiation Skills - Approach

  6. Competing Collaborating Thomas-Kilmann Model Compromising Assertiveness Avoiding Accommodating Cooperativeness

  7. Competing Collaborating The Covey Overlay Compromising Assertiveness Avoiding Accommodating Cooperativeness

  8. Competing Collaborating The Covey Overlay Compromising Assertiveness Lose/Lose Accommodating Cooperativeness

  9. Competing Collaborating The Covey Overlay Compromising Assertiveness Lose/Lose Lose/Win Cooperativeness

  10. Competing Collaborating The Covey Overlay Win/Win Assertiveness Lose/Lose Lose/Win Cooperativeness

  11. Win/Lose Collaborating The Covey Overlay Win/Win Assertiveness Lose/Lose Lose/Win Cooperativeness

  12. Win/Lose Win/Win or No Deal The Covey Overlay Win/Win Assertiveness Lose/Lose Lose/Win Cooperativeness

  13. Win/Lose Win/Win or No Deal The Covey Overlay Win/Win Assertiveness Lose/Lose Lose/Win Cooperativeness

  14. Win/Lose Win/Win or No Deal The Covey Overlay Win/Win Assertiveness Lose/Lose Lose/Win Cooperativeness

  15. The Core Competencies Process The Tools The Tolerances Negotiation Skills Approach Method Tools Competence

  16. Fischer and Ury Method Separate the PEOPLE from the Problem Focus on INTERESTS, not Positions Invent OPTIONS for Mutual Gain Insist on Using Objective CRITERIA Negotiation Skills - Method

  17. First Step – Seeking FIRST to Understand Mission Alignment Separate the PEOPLE from the Problem Focus on INTERESTS, not Positions Negotiation Skills - Method

  18. Next Step – Seeking Win/Win or No Deal Invent OPTIONS for Mutual Gain Insist on Using Objective CRITERIA BATNA Negotiation Skills - Method

  19. The Core Competencies Process The Tools The Tolerances Negotiation Skills Approach Method Tools Competence

  20. The Schlossberg Banana Negotiation Skills - Tools

  21. The Power Of Confident Silence Negotiation Skills - Tools

  22. The Seven Ps: The Power of Planning Negotiation Skills - Tools

  23. Thank You For your Commitment, For your Professionalism, For your Presence, For your CHOICE Service.

  24. This session is sponsored by the Federal Acquisition Institute The primary organization providing knowledge and support to the federal civilian acquisition workforce. For more information about FAI, please visit our website at www.fai.gov

More Related