1 / 48

The Impact of Personalities in Bargaining

This presentation explores the art of listening and the interest-based bargaining process, while also providing insights into understanding the personalities at the bargaining table. It highlights the importance of effective listening skills and offers strategies to become a great listener.

Download Presentation

The Impact of Personalities in Bargaining

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.


Presentation Transcript

  1. The Impact of Personalitiesin Bargaining Presented at: Illinois Association of School Business Officials 60th Annual Conference on: Wednesday, May 18, 2011 by: Susan Harkin,  CFO-Crystal Lake CCSD #47 Luann Mathis, Business Manager-Prospect Heights School District 23 Brad Shortridge, Assistant Superintendent- Genoa-Kingston CUSD #424

  2. Negotiations Yikes! Anyone look forward to negotiations?

  3. Our Focus Today • The Art of Listening • The Interest Based Bargaining Process • Understanding the Personalities at the Table

  4. Listening Luann Mathis

  5. How Well do you Listen? Activity

  6. Listening Skills: The Key to Successful Negotiations • Hearing is with your ears, listening is with the mind • Keith Davis, Human Behavior & work • Listening is playing catch with words • To play catch, both parties must participate • Dr. Mortimer Adler

  7. Skillful Active Listening Can • Calm tensions • Break Impasse • Get information needed to build creative ideas

  8. Then - Why Don’t We Listen? • Our brain is faster than our mouth • We speak 125-150 words/minutes • We listen to 400 words/minute • Our brain can process 1,000-1,500 words/minute!! • Untrained listener understands/retains 50% of conversation! • Experts suggest that we all make at least one major listening mistake/day.

  9. Pitfalls of Listening • Negotiating is a job of persuasion - persuasion means talking NOT listening. • See talking as an active role. • See listening as a passive role. • Over preparation of what you are going to say. • Emotional filters or blinders

  10. Bad Habits – Are you one of these? • Attention Faker • Fact Gather • Criticizer • Boring • Blockers • Distracter • Note Taker • Mental Rehearser

  11. We Educate our Students in • Reading, Writing & Speech • When in reality our skill set requirements are: • 9% Writing • 16% Reading • 30% Speaking • 45% Listening

  12. Why Effective Listening? • Increase your Knowledge • Save Time • Reduce Stress • Real Dialogue • Trust • Understand • Self-Esteem • Influence & Power • Develop your Potential

  13. To Be a Great Listener • One must develop listening skills: • Be Interactive • Be Attentive • It does not come easily!! • Skills will help you to better receive true meanings your speaker is trying to convey!

  14. Attention Attention!! • Be motivated to listen • Ask questions if you must speak • Be alert to nonverbal clues • Allow speaker to tell their story first • DO NOT interrupt • Fight off distractions

  15. Are you being Attentive? • Do not trust your memory. • Listen with a goal in mind. • Give speaker undivided attention. • React to message - not person • DO NOT get angry • It is impossible to listen and speak at the same time.

  16. Are you listening to me?? • Interacting with speaker by: • Ensuring that you understand what they are communicating to you. • Acknowledge the sender’s feelings.

  17. How do we Ensure & Acknowledge Speaker?? • Clarify information • Verify or paraphrase the speaker’s words • Reflect - be empathetic - acknowledge the speaker’s feelings. • To create win/win listeners MUST be empathetic • Empathy is a skill not a memory that affects the counterpart’s behavior and attitudes.

  18. To be Empathetic: • Need to accurately perceive message content • Give attention to emotional components and unexpressed core meanings of the message • Attend to the feelings of speaker • BUT remain detached!!! Do not become sympathetic! • Make no judgments - pass along no opinions - do not provide solutions!

  19. Empathetic but not Sympathetic?? • That’s right - they are two different things! • Webster defines them: • Empathy - the action of understanding, being aware of, being sensitive to and vicariously experiencing the feelings, thoughts and experience of another. • Sympathy - An affinity, association or relationship between persons or things where in whatever affects one similarly affects the other.

  20. We have two ears and one mouth for a reason - use them in their respective proportions!

  21. Final Thoughts The greatest compliment that was ever paid me was when one asked me what I thought and attended to my answer. • Henry David Thoreau Every person I work with knows something better than me. My job is to listen long enough to find it and use it. • Jack Nichols

  22. Understanding Personalities Susan Harkin

  23. Ladder of Inference A common mental pathway of increasing abstraction, often leading to misguided beliefs. The automatic and unconscious process of forming beliefs.

  24. At the Bargaining Table What if you…….. • actively listened? • understood the personality characteristics present? • were able to see other’s words through their own lens? How could that impact the bargaining process?

  25. Personality Tests • Aim to describe • aspects of a person's character that remain stable throughout that person's lifetime, • the individual's character pattern of behavior, thoughts and feelings

  26. Examples of Personality Tests • Woodworth Personal data sheet • Rorschach inkblot test • Myers-Briggs Type • Keirsey Temperament Sorter • 16PF Questionnaire • Five Factor Personality

  27. True Colors – Valuing Differences and Creating Unity Uses color symbols to demonstrate different temperaments Appreciates differences of individuals Harnesses human potential by captivating motivation By creating a positive environment, provides knowledge as a catalyst for successful behavior and interaction

  28. Who are you dealing with at the Bargaining Table? Activity

  29. True Colors For more info: http://www.true-colors.com/index.html

  30. Interest Based Bargaining Brad Shortridge

  31. Interest Based Bargaining (IBB) is also called… • Win-Win • Integrative • Principled • Collaborative • Best Practice • Mutual Gain

  32. IBB is a PROBLEM SOLVING MODEL- it helps the negotiations process… • Communicate everyone’s concerns & ideas • Explore a variety of solutions and agree on one that is acceptable to all concerned • Work together productively

  33. Comparison

  34. Components of Commitment Necessary to Engage in IBB • Accept the right of the other party to exist • Recognize that each side has legitimate interests • Agree to sincerely help each other meet those interests • Share information • Educate those outside of the proceedings on the process • Be creative- solve problems jointly • Mutual gain is possible!!!

  35. Definitions ISSUE • A topic or subject of negotiations • Improving healthcare coverage & premium costs • Employee and student safety

  36. Definitions POSITION • One party’s solution to an issue • The Board shall pay for all costs associated with the health and hospitalization program of the district.

  37. Definitions INTEREST • One party’s concern about an issue • Health care premiums are becoming very expensive • There have been a number of incidents over the last two years which have made people feel unsafe

  38. Definitions OPTIONS • Solutions that can satisfy an interest • How do options get presented and discussed???

  39. Brainstorming • ENCOURAGES INDIVIDUALS TO GET INVOLVED AND CONTRIBUTE… • New, innovative, creative ideas

  40. Brainstorming • PRINCIPLES • Respect all ideas • Encourage all ideas • Have fun • NO JUDGMENTS!!! NO CRITICISMS!!! • The more ideas, the better • The more variety, the better • Be creative; use imagination! • Build on your ideas and the ideas of others

  41. Brainstorming • HOW TO BRAINSTORM • Record all ideas as communicated • Express simply • A “headline” • Do Not Analyze!!! • Assume every idea will work • Do Not self-censor • Encourage involvement

  42. Conclusion • Brainstorming is just one component, or technique, of Interest Based Bargaining. • Training, probably from a 3rd party, is necessary, especially the first time IBB is to be used. • Financial considerations, almost always the last issue to deal with, often reverts the parties to Traditional Bargaining. • After a contract is settled, a system of on-going communication between the two parties is necessary.

  43. BRAINSTORMING • Let’s help a vacationing couple

  44. CASE STUDY • We are part of the Marital Assistance IBB Team • Using good IBB Brainstorming Techniques, we must create OPTIONS for helping our couple with their vacation issue

  45. VACATIONING ISSUE • Husband & Wife Planning a Vacation Together • POSITIONS • Wife- “I must spend a week on the beaches of Marseille, France, sunning, shopping, and eating great food.” • Husband- “This year I am going to spend a week on a cruise ship.”

  46. VACATIONING ISSUE • Husband & Wife Planning a Vacation Together • INTERESTS- if we take the Positions and turn them into Interests, how would they sound???

  47. VACATIONING ISSUE • Husband & Wife Planning a Vacation Together • Now, let’s take those Interests and create Options for our couple

  48. Questions?

More Related