the essential should be visible to the eyes negotiate like a phoenician dr. habib chamoun-nicolas in...
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The Essential Should be Visible to the Eyes
Negotiate Like a Phoenician
Dr. Habib Chamoun-Nicolasin collaboration with
Randy D. Hazlett, Ph.D.
The Essentials Are Invisible to the EyeAntoine of St Exupery, Le Petite Prince
Top of the pyramid = distributive and integrative negotiation principles
CreativeSolutionsInvisibleTo the Eye
DifferentLevelsN1, N2
Level N1 = Creative solutions of immediate yet temporal value(Bartering)
Level N2= Evolutionary solutions with future and perpetual value(Tradeables)
Negotiation, Persuasion, Communication Skills
DEAL Methodology
D = Drivers
E = Entrapments
A= Analysis
L = Leverage
Drivers motivate the parties to take the next step. Drivers are not always expressed; therefore, uncovering them is key to producing a DEAL good for both parties.
DEAL Methodology
D = Drivers
E = Entrapments
A= Analysis
L = Leverage
Entrapments are barriers to a DEAL. Finding entrapments is key to moving efficiently toward closing the DEAL.
DEAL Methodology
D = Drivers
E = Entrapments
A= Analysis
L = Leverage
Analysis can diagnosis the bottleneck to a negotiated settlement. A process model can be applied to dissect any negotiation into parts for identification of both drivers and entrapments. Once segmented, a DEAL can address those real concerns in a straightforward manner.
– Analyze strengths and weakness of both parties
– Plan a strategy based on the most important driver and negotiation barrier
– Evaluate the negotiation strategy
Negotiation 6P’s
Problem
Power
Process
Prognosis
Product / Policy
Person
= DEAL
ANALYSIS
DEAL Methodology
D = Drivers
E = Entrapments
A= Analysis
L = Leverage
Leverage is the element that brings parties to DEAL closing with confidence and trust. Leverage can be as simple as client report, a good reputation, or a satisfactory past business experience. The ancient Phoenicians incorporated a business practice which brought them significant leverage and the title, “Master Traders of the Sea.”
Who Were the Phoenicians?
The Phoenicians were:• Canaanites, possibly blended with Hyksos following
their expulsion from Egypt• Migrants to the Mediterranean coast• Seafarers• Merchants• Explorers• Expansionists• Business partners of choice and by choice in a climate of
rapidly shifting political and military power.
Who Were the Phoenicians?
Canaan in the Patriarchal Ages, G. W. AverellHand Book of Bible Geography, Map No.3
Hodder & Stroughton, London, 1870
Max Becherer, The New York Times, 2005/01/30
BBC News / In Pictures, Thursday, 15 December 2005
http://www.florida-cracker.org/archives/2005_01.html
Phoenician =
Greek reference
to people of
the purple dye
Purple = Color of Royalty
Who Were the Phoenicians?
Survivors Through Survivors Through Centuries of Regional Centuries of Regional
Power StrugglePower Struggle
Survivors Through Survivors Through Centuries of Regional Centuries of Regional
Power StrugglePower Struggle
The Phoenician Business Model
Price fairly
Have a solid product base
Network!
Locate centrally
Expand geographically
Fill commodity and retail markets
Deal Honestly
Customeris also a Supplier
Deliver the Goods
Leverage with Technology
Fred Freeman, Time Life Books
The Phoenician Business Model
Network!Network!Network!
Case Studies from Ancient Historians
• Get it in Writing• A Policy of Tribute • A Good Reputation• First Contact Sales or Silent Negotiation• Standing on Principles
Phoenician silver didrachm, Tyre mint, c. 332-306 BCEBearded Melgarth riding hippocamp, waves and dolphin below
Courtesy of Joseph Sermarini, http://www.forumancientcoins.com
The Hidden Secret to Great Deals: TraDEAbLes™
We define Tradeables™ as either:1) A set of ideas or actions that help leverage a DEAL without
being a part of the deal, or 2) Products and services that satisfy customer needs outside our
own product line that are not in competition with our offerings.
Phoenicians bearing gifts, Persepolis relief, 5th century BCECourtesy of the Oriental Institute, University of ChicagoCopyright © 1998
TraTraDEAbbLeses ™
Able to Trade
The Hidden Secret to Great Deals:
TraTraDEAbbLeses ™= TrabesTrabes + DEAL= Beam of the DEAL
The Hidden Secret to Great Deals:
•Aєmol Mnih w Keb bel Baher
Proverb
The Ancient Art of Negotiation
The idea behind Tradeables™ was practiced by the best known negotiators and traders of human history, the Phoenicians.
The Cedars Destined for the Temple: Gustave Doré, Bible illustrator
Ancient Negotiating Scripts
Dominions of David and Solomon, G. W. AverellHand Book of Bible Geography, Map No.4Hodder & Stroughton, London, 1870
Kings David and Solomon preserved the sovereignty of Phoenicia proper
A Phoenician Gift to You• It’s a complex world with
enough adversaries – make advocates.
• Embrace technology and integrate it into your business when it makes sense.
• Don’t forget the basics of human courtesy. Don’t underestimate the value of a kind word.
• Seek opportunity to gain rapport and trust.
• Seek mutual gains.
Seaport with the Embarkation of the Queen of Sheba: Claude Lorrain, 1648. Oil on canvas,
National Gallery, London.
Relational thinkingRelational thinking
TraTraDEAbbLeses ™N1= N1= first level of reality = first level of reality = Objects Objects
N2= N2= second level of reality= second level of reality= Environments Environments
According to Lopez QuintasAccording to Lopez Quintas
Relational thinkingRelational thinking
A music sheetA music sheetN1N1= (no possibilities)= = (no possibilities)= simple piece of papersimple piece of paper
N2N2= = (level of possibilities) = f( encounter )= (level of possibilities) = f( encounter )= great symphonygreat symphony
According to Lopez QuintasAccording to Lopez Quintas
Relational thinkingRelational thinking
TraTraDEAbbLeses ™N1= N1= simple TRADE (simple TRADE (BarteringBartering) )
N2= N2= beyond the DEAL (beyond the DEAL (TradeablesTradeables))s s Need an interpreter Need an interpreter
Interpreter = great flexible negotiator Interpreter = great flexible negotiator
© Copyright, 2013 Dr. Habib Chamoun-Nicolas
Learn to Negotiate Like a Phoenician
Epitaph on Roman tombstone:
I am what you will be
But we add …
So make a difference while you can!
Phoenician silver didrachmOwl with crook and flail, Tyre mint, c. 332-306 BCE
Courtesy of Joseph Sermarini, http://www.forumancientcoins.com
Dr. Habib Chamoun-Nicolas
© Mark McMenamin
3D picture Courtesy of Peter Solodov © Copyright, 2007 Dr. Habib Chamoun-Nicolas www.keynegotiations.com
Thanks