September 24, 2010
Seminar
"Deadlock Breaking Negotiations:
Three Strategies to Move Negotiations Beyond Deadlock"
with Mike Babineaux
Friday, September 24, 2010
Registration – 7:30 a.m.
Seminar – 8:00 a.m. to 4:30 p.m.
Location: Philosophy, 3809 E. Watkins, Phoenix, AZ 85034
Cost: Regular member - $179
Non-member - $229
There are two different views of or approaches to negotiating. One view holds that negotiating is what we do to defend our solutions or positions, prove we are right, and win. When we take this view, then strategies and techniques for making our opening demands, positioning ourselves, and trading concessions are very important to us.
The other view of negotiating holds that negotiating is what we do to meet both mutual and differing needs, and create mutual understanding and acceptance so that both sides walk away satisfied. When we take this view, knowing how to recognize our own and others' needs and directing a conversation to create mutual understanding and acceptance are very important to us.
This program explains how to accomplish the second view by leading people who are attached to the first view (wanting to be right and to win) into the second view (wanting to meet the needs of both parties).
Tools or Concepts:
Review the flow of negotiation and learn where deadlock can occur
Learn three techniques to move a negotiation from a point of confrontation to collaboration
Learn counters to tactics that are designed to put negotiators at a disadvantage
Seminar Outline:
Understanding of Negotiations and Deadlocks
Negotiation Flow Analysis
Discussion of Deadlock Causes
Discussion of Deadlock Breakers
About the Presenter:
Mike Babineaux was the first Buyer Federal Express hired when it started operations in Memphis in 1973. Beginning with the purchasing of aviation parts and supplies and moving on to high-level negotiations for the company's major acquisitions, Mike has had his hand in most of FedEx’s supply management over his 30 year career.
Mike’s last position at FedEx was as a Sr. Business Specialist of Supply Chain Management in FedEx's Strategic Sourcing & Supply Chain Management division. He specialized in advanced supply management practices and techniques. In addition, Mike was responsible for the design and delivery of professional development programs to over 100 logistics and supply managers and others at FedEx who had a need or desire to learn more about its supply management practices and techniques
Mike has been a guest lecturer at universities and guest speakers at supply management and other professional association meetings as well as the ISM and PMAC International Purchasing Conferences. At the 88th ISM International Conference Mike was awarded the prestigious Education/Learning Person of the Year for his outstanding achievement and dedicated service to the Institute for Supply Management.
Registration Deadline: Wednesday, September 15, 2010
If you make a reservation and don’t cancel by Friday, September 17th at 6 p.m., your credit card will be charged.
7 CEH's awarded at the seminar after completion of the evaluation form.
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