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Reaching Agreement

Marian Heller , ASME HellerM@asme.org. Reaching Agreement. Reaching Agreement through Creating Value. Session Objectives. Learn how different styles can cause problems in Reaching Agreements Learn to use a plan for laying out your discussion Practice. Session Outline. STYLE

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Reaching Agreement

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  1. Marian Heller, ASME HellerM@asme.org Reaching Agreement Reaching Agreement through Creating Value

  2. Session Objectives • Learn how different styles can cause problems in Reaching Agreements • Learn to use a plan for laying out your discussion • Practice

  3. Session Outline • STYLE • Understanding how preference affects negotiation and reaching agreement • Guess at your style • Guess at counterpart’s style • Understand difference in building trust • Get a Plan • Getting a Plan for Negotiating • Trying a practice negotiation

  4. TRUST The Trouble with styles.

  5. What’s your Style?OrWhat you believe you should do to make Life Work

  6. Our Discussion of Style • Influences on how you engage with life • What you need to develop trust • What makes you think someone is untrustworthy • The questions that are important to you

  7. The Styles • Greater Good – how will what we are doing be of service to other people? • Methodical – I need time to take in all the facts and make sure I understand everything • Bright, Shiny Objects – Look how cool this will be! Let’s get started! • Peace-Keeper – Everyone needs to be happy for this to be satisfactory.

  8. How the Styles Work 1. Greater Good A. Bright, Shiny Objects B. Peace-Keeper 2. Methodical

  9. Are you More… • Greater Good – how will what we are doing be of service to other people? 2. Methodical – I need time to take in all the facts and make sure I understand everything.

  10. How the Styles Work 1. Greater Good A. Bright, Shiny Objects B. Peace-Keeper 2. Methodical

  11. Are you More… • Bright, Shiny Objects – Look how cool this will be! Let’s get started! B. Peace-Keeper – Everyone needs to be happy for this to be satisfactory.

  12. How the Styles Work 1. Greater Good A. Bright, Shiny Objects B. Peace-Keeper 2. Methodical

  13. Do’sTo Build Trust with Me

  14. Do’s, Trust and PROBLEMS

  15. Don’t’s to Build Trust with Me

  16. Questions I’ll Need Answered

  17. Getting a plan.

  18. What Do We Mean By Planning? • Defining the Objective • Defining Satisfaction • Identifying all the details

  19. Escalation of Dis-Agreement

  20. 3 Types of Negotiation • Hard - negotiation is a contest of wills; it’s about winning; the result is exhaustion and damage to relationships • Soft - priority is to avoid conflict; thus readily makes concessions; ends up feeling exploited and bitter • Principled - deciding issues on their merits - takes trust, time, no tricks, no posturing; focus on fair and decent

  21. Starting Your Plan

  22. How Much Should I Care?

  23. Who Is Affected?

  24. What Does Every Side Want?

  25. What Other Things Might be Part of the Deal?

  26. What are Options?

  27. What Can Serve as A Reference?

  28. Measuring Satisfaction - BATNA Best Alternative to a Negotiated Agreement

  29. Finishing Up

  30. Let’s practice.

  31. The Grand Scheme

  32. The Blind Hill

  33. The Home Owner

  34. ALL HOMEOWNERS CLOSE YOUR EYES !!

  35. Secret Gov’t Information • The City has received approval for a big grant for more greenway construction…but to get the $$, this community has to have pedestrian and bicycle access. Getting Forest Heights Homeowners on board and happy is required. • Three important people with political power grew up in this neighborhood and are beginning to get interested… and all of them tend to resist change… and their old friends from the neighborhood have been calling them…

  36. ALL PLANNERS/GOV’t/ENGRs : CLOSE YOUR EYES !!

  37. Secret Homeowner Info • You are a walking, jogging, biking enthusiast. • The biggest concern is keeping some sort of barrier between you and them…your front door and windows are really close to the street. • What will this do to your property values? • The blind hill is still dangerous – people drive through your front yard all the time…is it even safe to encourage activity with a sidewalk?

  38. Time to Plan Your Negotiation • What is your BATNA? • What defines Satisfaction? • What are some potential options? • What do you think they are interested in achieving?

  39. Find a Counterpart and Negotiate!

  40. Summary of Key Points • Everyone has a different interpretation of what a trustworthy person does, says, thinks, believes • The goal of negotiating is reaching agreements based on creating VALUE for both sides • Successful Negotiation depends on successfully using a plan

  41. Important References • LIFO (Your Style) • Getting to Yes (on the flash drive) Contact Information • Elaine Seat • 865-277-6800 • elaine.seat@circlespring.com This presentation will be posted on the 2012 LTC Web Site, at http://events.asme.org/LTC12/Presentations.cfm

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