Negotiating with Confidence to Meet Agency Needs Michael Bevis Competency and Certification Manager...

Negotiating with Confidence to Meet Agency Needs

Michael BevisCompetency and Certification Manager

Federal Acquisition Institute

GSA Training Conference

and Expo 2010

Competence

Capacity

Alignment

Preparation

Sources of Confidence

The Core Competencies• Process

– The Tools

– The Tolerances

• Negotiation Skills– Approach

– Method

– Tools

Competence

Who are you

Conflict Resolution Mode

–Comfort Zone

»Personal

»Team

–Situational Adjustments

Negotiation Skills - Approach

Conflict Resolution Modes• Competing

• Collaborating

• Compromising

• Avoiding

• Accommodating

Negotiation Skills - Approach

Ass

erti

ven

ess

Cooperativeness

Competing

Accommodating

Compromising

Avoiding

Collaborating

Thomas-KilmannModel

Ass

erti

ven

ess

Cooperativeness

Competing

Accommodating

Compromising

Avoiding

Collaborating

The CoveyOverlay

Ass

erti

ven

ess

Cooperativeness

Competing

Accommodating

Compromising

Lose/Lose

Collaborating

The CoveyOverlay

Ass

erti

ven

ess

Cooperativeness

Competing

Lose/Win

Compromising

Lose/Lose

Collaborating

The CoveyOverlay

Ass

erti

ven

ess

Cooperativeness

Competing

Lose/Win

Win/Win

Lose/Lose

Collaborating

The CoveyOverlay

Ass

erti

ven

ess

Cooperativeness

Win/Lose

Lose/Win

Win/Win

Lose/Lose

Collaborating

The CoveyOverlay

Ass

erti

ven

ess

Cooperativeness

Win/Lose

Lose/Win

Win/Win

Lose/Lose

Win/Win orNo Deal

The CoveyOverlay


– The Tools

– The Tolerances


– Method

– Tools

Competence

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

First Step – Seeking FIRST to Understand

Mission Alignment

• Separate the PEOPLE from the Problem

• Focus on INTERESTS, not Positions


Next Step – Seeking Win/Win or No Deal

• Invent OPTIONS for Mutual Gain

• Insist on Using Objective CRITERIA

BATNA



– The Tools

– The Tolerances


– Method

– Tools

Competence

The

Schlossberg

Banana

Negotiation Skills - Tools

The Power

Of

Confident Silence


The Seven Ps:

The Power of Planning


Thank YouFor your Commitment,

For your Professionalism,For your Presence,

For your CHOICE Service.

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

Negotiating with Confidence to Meet Agency Needs Michael Bevis Competency and Certification Manager...

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