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Negotiating with Confidence to Meet Agency Needs. GSA Training Conference and Expo 2010. Michael Bevis Competency and Certification Manager Federal Acquisition Institute. Sources of Confidence. Competence Capacity Alignment Preparation . The Core Competencies Process The Tools
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Negotiating with Confidence to Meet Agency Needs GSA Training Conference and Expo 2010 Michael Bevis Competency and Certification Manager Federal Acquisition Institute
Sources of Confidence Competence Capacity Alignment Preparation
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
Competing Collaborating Thomas-Kilmann Model Compromising Assertiveness Avoiding Accommodating Cooperativeness
Competing Collaborating The Covey Overlay Compromising Assertiveness Avoiding Accommodating Cooperativeness
Competing Collaborating The Covey Overlay Compromising Assertiveness Lose/Lose Accommodating Cooperativeness
Competing Collaborating The Covey Overlay Compromising Assertiveness Lose/Lose Lose/Win Cooperativeness
Competing Collaborating The Covey Overlay Win/Win Assertiveness Lose/Lose Lose/Win Cooperativeness
Win/Lose Collaborating The Covey Overlay Win/Win Assertiveness Lose/Lose Lose/Win Cooperativeness
Win/Lose Win/Win or No Deal The Covey Overlay Win/Win Assertiveness Lose/Lose Lose/Win Cooperativeness
Win/Lose Win/Win or No Deal The Covey Overlay Win/Win Assertiveness Lose/Lose Lose/Win Cooperativeness
Win/Lose Win/Win or No Deal The Covey Overlay Win/Win Assertiveness Lose/Lose Lose/Win Cooperativeness
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 www.fai.gov