Presentation on theme: "The Essential Should be Visible to the Eyes Negotiate Like a Phoenician Dr. Habib Chamoun-Nicolas in collaboration with Randy D. Hazlett, Ph.D."— Presentation transcript:
The Essential Should be Visible to the Eyes Negotiate Like a Phoenician Dr. Habib Chamoun-Nicolas in collaboration with Randy D. Hazlett, Ph.D.
The Essentials Are Invisible to the Eye Antoine of St Exupery, Le Petite Prince Top of the pyramid = distributive and integrative negotiation principles Creative Solutions Invisible To the Eye Different Levels N1, N2 Level N1 = Creative solutions of immediate yet temporal value (Bartering) Level N2= Evolutionary solutions with future and perpetual value (Tradeables)
DEAL Methodology D = Drivers E = Entrapments A = Analysis L = Leverage Drivers motivate the parties to take the next step. Drivers are not always expressed; therefore, uncovering them is key to producing a DEAL good for both parties.
DEAL Methodology D = Drivers E = Entrapments A = Analysis L = Leverage Entrapments are barriers to a DEAL. Finding entrapments is key to moving efficiently toward closing the DEAL.
DEAL Methodology D = Drivers E = Entrapments A = Analysis L = Leverage Analysis can diagnosis the bottleneck to a negotiated settlement. A process model can be applied to dissect any negotiation into parts for identification of both drivers and entrapments. Once segmented, a DEAL can address those real concerns in a straightforward manner.
–Analyze strengths and weakness of both parties –Plan a strategy based on the most important driver and negotiation barrier –Evaluate the negotiation strategy Negotiation 6Ps Problem Power Process Prognosis Product / Policy Person = DEAL ANALYSIS
DEAL Methodology D = Drivers E = Entrapments A = Analysis L = Leverage Leverage is the element that brings parties to DEAL closing with confidence and trust. Leverage can be as simple as client report, a good reputation, or a satisfactory past business experience. The ancient Phoenicians incorporated a business practice which brought them significant leverage and the title, Master Traders of the Sea.
Who Were the Phoenicians? The Phoenicians were: Canaanites, possibly blended with Hyksos following their expulsion from Egypt Migrants to the Mediterranean coast Seafarers Merchants Explorers Expansionists Business partners of choice and by choice in a climate of rapidly shifting political and military power.
Who Were the Phoenicians? Canaan in the Patriarchal Ages, G. W. Averell Hand Book of Bible Geography, Map No.3 Hodder & Stroughton, London, 1870 Max Becherer, The New York Times, 2005/01/30 BBC News / In Pictures, Thursday, 15 December 2005 http://www.florida-cracker.org/archives/2005_01.html Phoenician = Greek reference to people of the purple dye Purple = Color of Royalty
Who Were the Phoenicians? Survivors Through Centuries of Regional Power Struggle
The Phoenician Business Model Price fairly Have a solid product base Network! Locate centrally Expand geographically Fill commodity and retail markets Deal Honestly Customer is also a Supplier Deliver the Goods Leverage with Technology Fred Freeman, Time Life Books
Case Studies from Ancient Historians Get it in Writing A Policy of Tribute A Good Reputation First Contact Sales or Silent Negotiation Standing on Principles Phoenician silver didrachm, Tyre mint, c. 332-306 BCE Bearded Melgarth riding hippocamp, waves and dolphin below Courtesy of Joseph Sermarini, http://www.forumancientcoins.com
The Ancient Art of Negotiation The idea behind Tradeables was practiced by the best known negotiators and traders of human history, the Phoenicians. The Cedars Destined for the Temple: Gustave Doré, Bible illustrator
Ancient Negotiating Scripts Dominions of David and Solomon, G. W. Averell Hand Book of Bible Geography, Map No.4 Hodder & Stroughton, London, 1870 Kings David and Solomon preserved the sovereignty of Phoenicia proper
A Phoenician Gift to You Its a complex world with enough adversaries – make advocates. Embrace technology and integrate it into your business when it makes sense. Dont forget the basics of human courtesy. Dont underestimate the value of a kind word. Seek opportunity to gain rapport and trust. Seek mutual gains. Seaport with the Embarkation of the Queen of Sheba: Claude Lorrain, 1648. Oil on canvas, National Gallery, London.
Relational thinking Trabes TraDEAbLes N1= first level of reality = Objects N2= second level of reality= Environments According to Lopez Quintas
Relational thinking A music sheet N1 = (no possibilities)= simple piece of paper N2 = (level of possibilities) = f( encounter )= great symphony According to Lopez Quintas
Relational thinking Trabes TraDEAbLes N1= simple TRADE (Bartering) N2= beyond the DEAL (Tradeables) s Need an interpreter Interpreter = great flexible negotiator
Learn to Negotiate Like a Phoenician Epitaph on Roman tombstone: I am what you will be But we add … So make a difference while you can! Phoenician silver didrachm Owl with crook and flail, Tyre mint, c. 332-306 BCE Courtesy of Joseph Sermarini, http://www.forumancientcoins.com