Negotiating With Colleagues(A Lot Like Negotiating With Your Spouse)
by: F. Michael Babineaux, C.P.M.President/CEO
Babineaux Educational Services and Training, Inc.
A Presentation to
Who am I?
F. Michael “Mike” Babineaux, C.P.M., A.P.P.
Experience
– 40 years Supply Management Experience
• 30 year FedEx Veteran
• Lifetime C.P.M. & A.P.P.
• Recent CPSM
SCM Speaker, Coach & Trainer
– Babineaux Education, Services and Training, Inc.
Negotiating With Engineers(and Other Internal Customers)
“Internal business negotiations surely occur more often than external ones.”
“Purchasers frequently find that the primary negotiation takes place internally rather than with suppliers.”
Therefore, they may also be more important.”
By Dr. Lee Buddress, C.P.M. and Dr. Alan Readels, C.P.M.
Subject
Negotiating with . . .
– Colleagues
Subject
Negotiating with . . .
– Colleagues
– Spouses
Subject
Negotiating with . . .
– Colleagues
– Spouses
– Children
Subject
Negotiating with . . .
– Colleagues
– Spouses
– Other Independent Suppliers
Negotiating with very little competitive levers and/or authority
Subject
Direction
Two Definitions
Four Personalities
Six Step Process
Definitions
Negotiating - Give as little as you can while getting as much as you can
Definitions
Bargaining - Give as little as you can while getting as much as you can– Bargaining has its place
Defining the Subject
A collaboration between people in which they consider alternatives to arrive at mutually agreeable solutions and/or
objectives.
Negotiating with Colleagues:
Negotiating with Colleagues Keys
Mutually Satisfying Agreement– So that it happens
Develop or Strengthened Relationship– For the future
Defining the Subject
A collaboration between people in which they consider alternatives to arrive at mutually agreeable solutions and/or
objectives.
Negotiating with Colleagues:
Direction
Two Definitions
Four Personalities
Six Step Process
Observable Behavior of Colleagues
Facts
Feelings
Ask Assertive Tell Assertive
Quick Decisions No Detail Energetic
Slow Decisions Relationships Relaxed
Quick Decisions No Time Wasting Control
Slow Decisions Detailed Calm
Opposites Don’t Attract
Using Awareness Of Behavior Styles To Negotiate More Effectively
“In order to be an effective negotiator, we must:
Learn to recognize differences among our colleagues and their behavior styles
and adjust our own behavior to negotiate more effectively.”
by Jacqueline L. Miller, C.P.M., Purchasing Product ManagerHennessy Industries
Direction
Two Definitions
Four Personalities
Six Step Process
Process Steps
1. Describe Positions
2. Offer to Negotiate
3. Invent Options
4. Evaluate Alternatives
5. Pick the Best
6. Plan Implementation
Process Steps
1. Describe Positions
– Look for interest behind position
– The more discussion, the more understanding
Covey Quote
The Fifth Habit – Seek first to understand . . .
“The psychological equivalent of air is to feel understood.”
Stephen R. Covey
Creating the Right Environment
“You can lead a horse to water but, you can’t make it drink”
Unless you run it around the pond long enough to make it thirsty.
Process Steps
1. Describe Positions
2. Offer to Negotiate
– Take the lead
– Collaboration may be a better choice
Process Steps
1. Describe Positions
2. Offer to Negotiate
3. Invent Options
– No one answer
– Creative solutions that integrate interest
– Advance preparation
• Tips
– Use Brainstorming
– Think out of the box
Process Steps
1. Describe Positions
2. Offer to Negotiate
3. Invent Options
4. Evaluate Alternatives
– Joint criteria
– Unacceptable eliminated
– Weighted Decision Analysis
Process Steps
1. Describe Positions
2. Offer to Negotiate
3. Invent Options
4. Evaluate Alternatives
5. Pick the Best
– Obvious next step
1. Describe Positions
2. Offer to Negotiate
3. Invent Options
4. Evaluate Alternatives
5. Pick the Best
6. Plan Implementation
– Who will do what by when
– Follow up plans
Process Steps
Process Steps Review
1. Describe Positions
2. Offer to Negotiate
3. Invent Options
4. Evaluate Alternatives
5. Pick the Best
6. Plan Implementation
Eight Final Thoughts
Warn People– Agendas, Written Requests
Time Request– First thing for a morning
person
Sell Benefits/Penalties– What’s in it for them?
Ask for More– Settle for less
Eight Final Thoughts
Timetable/Deadline– Let them know
Sympathy & Guilt– Don’t let me down
Make it Easy– Don’t put obstacles in their way
Give Rewards/Recognition– Appreciation breeds
cooperation
– There’s always tomorrow
Summary
Negotiating with Colleagues
– Two Definitions
– Four Personalities
– Six Step Process
Negotiating With Colleagues(A Lot Like Negotiating With Your Spouse)
by: F. Michael Babineaux, C.P.M.President/CEO
Babineaux Educational Services and Training, Inc.
A Presentation to