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The Impact of Personalities in Bargaining

The Impact of Personalities in 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

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The Impact of Personalities in Bargaining

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  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, Business Manager-Genoa-Kingston CUSD #424

  2. Negotiations – Ugh! How many of you dread heading into negotiations?

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

  4. Listening Luann Mathis

  5. How Well do you Listen? Activity

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

  7. Skillful Active Listening Can…. • Calm tensions • Break impasse • Get information needed to build creative deals

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

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

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

  11. Techniques • Look • Ask Questions • Don’t Interrupt • Don’t change the Subject • Control your Emotions • Respond

  12. Beyond the Basics • Reflect • Concentrate • Withhold Judgment • Structure • Intent • Integration • Take Some Notes • Hooks

  13. 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

  14. Understanding Personalities Susan Harkin

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

  16. 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?

  17. 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

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

  19. 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

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

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

  22. Interest Based Bargaining Brad Shortridge

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

  24. 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

  25. Comparison

  26. 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!!!

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

  28. 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.

  29. 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

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

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

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

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

  34. 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.

  35. Case Study

  36. Brainstorming • Let’s help our vacationing couple

  37. 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

  38. 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.”

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

  40. Vacationing Issue • Husband & Wife Planning a Vacation Together • Now, let’s take those Interests and create Options for our couple

  41. Questions?

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