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Armenda Daye, Procurement Analyst, Acquisition Career Manager, DOI Overview of the new Interest-Based Negotiations course
Personal Background Information
Contracting personnel need improvement in negotiating skills 2-Day interactive IBN course developed to encourage employees to negotiate in a fearless manner
Registration
Federal Acquisition Institute Training Application System https://www.atrrs.army.mil/channels/faitas
Difference between my Position-Based Negotiation course with DoD and the new Interest-based Negotiation Concept -40 hour course
-Emphasis on WINNING -Two Groups 50% students represented contractor, 50% Government -Worked on math-laden proposal for 4 days and conducted the negotiation on 5th day -Negotiations were Emotional (apprehension, anger, tears)
Three Objectives
1. Distinguish between position-based and interest-based negotiation
2. Identify the interest-based negotiation process 3. Explain the elements of an interest-based approach to negotiating
Discussion of:
Definition of Negotiation
Types of Negotiation Methods
What is Negotiation?
Back-and-forth communication to reach an agreement
A means of getting what you want from others An attempt to resolve differences
Why Do We Negotiate?
Because we want or need:
Something others have Someone to do something
Delivery
Quality
Position-Based Negotiation
Focuses on pre-determined solutions
Attacks the opposing parties positions
2. Focus On Interests
Positions
Involve a Predetermined solution Require justification (defense)
Interests
Examine Why a solution is preferred Require explanation (reason) Start discussions
End discussions
5. BATNA
Best Alternative to a Negotiated Agreement (Walk Away Position)
Consider what you will do if an agreement is NOT reached Is Activated when Alternatives are OUTSIDE the negotiation
BATNA
Outside the negotiation
Created alone Fall back position if negotiation fails ONLY impacts you/your organization
Vacation Problem
Husband
I want a vacation at the beach
Wife
I want a vacation in Las Vegas
Vacation Solution
Husband
I want a vacation at the beach
Wife
I want a vacation in Las Vegas
QUESTIONS