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

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Presentation transcript:

Negotiating with Confidence to Meet Agency Needs Michael Bevis Competency 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

Assertiveness Cooperativeness Competing Accommodating Compromising Avoiding Collaborating Thomas-Kilmann Model

Assertiveness Cooperativeness Competing Accommodating Compromising Avoiding Collaborating The Covey Overlay

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

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

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

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

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

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

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

The Core Competencies Process –The Tools –The Tolerances Negotiation Skills –Approach –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 Negotiation Skills - Method

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

The Core Competencies Process –The Tools –The Tolerances Negotiation Skills –Approach –Method –Tools Competence

The Schlossberg Banana Negotiation Skills - Tools

The Power Of Confident Silence Negotiation Skills - Tools

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

Thank You For 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