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This session is sponsored by the Federal Acquisition Institute

This session is sponsored by the Federal Acquisition Institute. The primary organization providing knowledge and support to the federal acquisition workforce. FY2011 Training Schedule is now available.

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This session is sponsored by the Federal Acquisition Institute

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  1. This session is sponsored by the Federal Acquisition Institute The primary organization providing knowledge and support to the federal acquisition workforce

  2. FY2011 Training Schedule is now available • Please visit www.fai.gov to view the FY2011 Training Schedule. Registrations can be made through the FAI Training Application System, accessible on the home page under “Training”.

  3. Interested in Negotiations? • FAI has a class on Interest Based Negotiations August 11-12 in Crystal City, VA. • Registration is still open on the FAI Training Application System. • New Interest Based Negotiation classes will be available in FY 2011. Please visit www.fai.gov for the dates and locations.

  4. Negotiating with Confidence to Meet Agency NeedsJuly 14, 2010 Michael Bevis, JD Competency and Certification Manager Federal Acquisition Institute

  5. Sources of Confidence Competence Capacity Alignment Preparation

  6. The Core Competencies Process The Tools The Tolerances Negotiation Skills Approach Method Tools Competence

  7. Who are you Conflict Resolution Mode Comfort Zone Personal Team Situational Adjustments Negotiation Skills - Approach

  8. Conflict Resolution Modes Competing Collaborating Compromising Avoiding Accommodating Negotiation Skills - Approach

  9. Competing Collaborating Thomas-Kilmann Model Compromising Assertiveness Avoiding Accommodating Cooperativeness

  10. Competing Collaborating The Covey Overlay Compromising Assertiveness Avoiding Accommodating Cooperativeness

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

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

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

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

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

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

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

  18. The Core Competencies Process The Tools The Tolerances Negotiation Skills Approach Method Tools Competence

  19. 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

  20. First Step – Seeking FIRST to Understand Mission Alignment Separate the PEOPLE from the Problem Focus on INTERESTS, not Positions Negotiation Skills - Method

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

  22. The Core Competencies Process The Tools The Tolerances Negotiation Skills Approach Method Tools Competence

  23. The Schlossberg Banana Negotiation Skills - Tools

  24. The Power Of Confident Silence Negotiation Skills - Tools

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

  26. Thank You For your Commitment, For your Professionalism, For your Presence, For your CHOICE Service.

  27. Thank you for attending!Questions & Answer SessionVisit us at www.FAI.gov

  28. Download your completion certificate at the FAI Continuous Learning System https://www.atrrs.army.mil/channels/faicl/

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