negotiating with confidence to meet agency needs michael bevis competency and certification manager...
TRANSCRIPT
![Page 1: Negotiating with Confidence to Meet Agency Needs Michael Bevis Competency and Certification Manager Federal Acquisition Institute GSA Training Conference](https://reader036.vdocuments.us/reader036/viewer/2022062423/56649e375503460f94b26c63/html5/thumbnails/1.jpg)
Negotiating with Confidence to Meet Agency Needs
Michael BevisCompetency and Certification Manager
Federal Acquisition Institute
GSA Training Conference
and Expo 2010
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Competence
Capacity
Alignment
Preparation
Sources of Confidence
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The Core Competencies• Process
– The Tools
– The Tolerances
• Negotiation Skills– Approach
– Method
– Tools
Competence
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Who are you
Conflict Resolution Mode
–Comfort Zone
»Personal
»Team
–Situational Adjustments
Negotiation Skills - Approach
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Conflict Resolution Modes• Competing
• Collaborating
• Compromising
• Avoiding
• Accommodating
Negotiation Skills - Approach
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Ass
erti
ven
ess
Cooperativeness
Competing
Accommodating
Compromising
Avoiding
Collaborating
Thomas-KilmannModel
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Ass
erti
ven
ess
Cooperativeness
Competing
Accommodating
Compromising
Avoiding
Collaborating
The CoveyOverlay
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Ass
erti
ven
ess
Cooperativeness
Competing
Accommodating
Compromising
Lose/Lose
Collaborating
The CoveyOverlay
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Ass
erti
ven
ess
Cooperativeness
Competing
Lose/Win
Compromising
Lose/Lose
Collaborating
The CoveyOverlay
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Ass
erti
ven
ess
Cooperativeness
Competing
Lose/Win
Win/Win
Lose/Lose
Collaborating
The CoveyOverlay
![Page 11: Negotiating with Confidence to Meet Agency Needs Michael Bevis Competency and Certification Manager Federal Acquisition Institute GSA Training Conference](https://reader036.vdocuments.us/reader036/viewer/2022062423/56649e375503460f94b26c63/html5/thumbnails/11.jpg)
Ass
erti
ven
ess
Cooperativeness
Win/Lose
Lose/Win
Win/Win
Lose/Lose
Collaborating
The CoveyOverlay
![Page 12: Negotiating with Confidence to Meet Agency Needs Michael Bevis Competency and Certification Manager Federal Acquisition Institute GSA Training Conference](https://reader036.vdocuments.us/reader036/viewer/2022062423/56649e375503460f94b26c63/html5/thumbnails/12.jpg)
Ass
erti
ven
ess
Cooperativeness
Win/Lose
Lose/Win
Win/Win
Lose/Lose
Win/Win orNo Deal
The CoveyOverlay
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Ass
erti
ven
ess
Cooperativeness
Win/Lose
Lose/Win
Win/Win
Lose/Lose
Win/Win orNo Deal
The CoveyOverlay
![Page 14: Negotiating with Confidence to Meet Agency Needs Michael Bevis Competency and Certification Manager Federal Acquisition Institute GSA Training Conference](https://reader036.vdocuments.us/reader036/viewer/2022062423/56649e375503460f94b26c63/html5/thumbnails/14.jpg)
Ass
erti
ven
ess
Cooperativeness
Win/Lose
Lose/Win
Win/Win
Lose/Lose
Win/Win orNo Deal
The CoveyOverlay
![Page 15: Negotiating with Confidence to Meet Agency Needs Michael Bevis Competency and Certification Manager Federal Acquisition Institute GSA Training Conference](https://reader036.vdocuments.us/reader036/viewer/2022062423/56649e375503460f94b26c63/html5/thumbnails/15.jpg)
The Core Competencies• Process
– The Tools
– The Tolerances
• Negotiation Skills– Approach
– Method
– Tools
Competence
![Page 16: Negotiating with Confidence to Meet Agency Needs Michael Bevis Competency and Certification Manager Federal Acquisition Institute GSA Training Conference](https://reader036.vdocuments.us/reader036/viewer/2022062423/56649e375503460f94b26c63/html5/thumbnails/16.jpg)
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
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First Step – Seeking FIRST to Understand
Mission Alignment
• Separate the PEOPLE from the Problem
• Focus on INTERESTS, not Positions
Negotiation Skills - Method
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Next Step – Seeking Win/Win or No Deal
• Invent OPTIONS for Mutual Gain
• Insist on Using Objective CRITERIA
BATNA
Negotiation Skills - Method
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The Core Competencies• Process
– The Tools
– The Tolerances
• Negotiation Skills– Approach
– Method
– Tools
Competence
![Page 20: Negotiating with Confidence to Meet Agency Needs Michael Bevis Competency and Certification Manager Federal Acquisition Institute GSA Training Conference](https://reader036.vdocuments.us/reader036/viewer/2022062423/56649e375503460f94b26c63/html5/thumbnails/20.jpg)
The
Schlossberg
Banana
Negotiation Skills - Tools
![Page 21: Negotiating with Confidence to Meet Agency Needs Michael Bevis Competency and Certification Manager Federal Acquisition Institute GSA Training Conference](https://reader036.vdocuments.us/reader036/viewer/2022062423/56649e375503460f94b26c63/html5/thumbnails/21.jpg)
The Power
Of
Confident Silence
Negotiation Skills - Tools
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The Seven Ps:
The Power of Planning
Negotiation Skills - Tools
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Thank YouFor your Commitment,
For your Professionalism,For your Presence,
For your CHOICE Service.
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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