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The Essential Should be Visible to the Eyes Negotiate Like a Phoenician Dr. Habib Chamoun-Nicolas in collaboration with Randy D. Hazlett, Ph.D.

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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:

1 The Essential Should be Visible to the Eyes Negotiate Like a Phoenician Dr. Habib Chamoun-Nicolas in collaboration with Randy D. Hazlett, Ph.D.

2 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)

3 Negotiation, Persuasion, Communication Skills

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5 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.

6 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.

7 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.

8 –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

9 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.

10 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.

11 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 Phoenician = Greek reference to people of the purple dye Purple = Color of Royalty

12 Who Were the Phoenicians? Survivors Through Centuries of Regional Power Struggle

13 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

14 The Phoenician Business Model Network!

15 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 BCE Bearded Melgarth riding hippocamp, waves and dolphin below Courtesy of Joseph Sermarini,

16 The Hidden Secret to Great Deals: Tra DEA b L es We define Tradeables as either: 1)A set of ideas or actions that help leverage a DEAL without being a part of the deal, or 2)Products and services that satisfy customer needs outside our own product line that are not in competition with our offerings. Phoenicians bearing gifts, Persepolis relief, 5th century BCE Courtesy of the Oriental Institute, University of Chicago Copyright © 1998

17 Trabes TraDEAbLes Able to Trade The Hidden Secret to Great Deals:

18 Trabes TraDEAbLes Trabes = Trabes + DEAL = Beam of the DEAL The Hidden Secret to Great Deals:

19 Aєmol Mnih w Keb bel Baher Proverb

20 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

21 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

22 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, Oil on canvas, National Gallery, London.

23 Relational thinking Trabes TraDEAbLes N1= first level of reality = Objects N2= second level of reality= Environments According to Lopez Quintas

24 Relational thinking A music sheet N1 = (no possibilities)= simple piece of paper N2 = (level of possibilities) = f( encounter )= great symphony According to Lopez Quintas

25 Relational thinking Trabes TraDEAbLes N1= simple TRADE (Bartering) N2= beyond the DEAL (Tradeables) s Need an interpreter Interpreter = great flexible negotiator

26 © Copyright, 2013 Dr. Habib Chamoun- Nicolas

27 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 BCE Courtesy of Joseph Sermarini,

28 Dr. Habib Chamoun-Nicolas © Mark McMenamin 3D picture Courtesy of Peter Solodov © Copyright, 2007 Dr. Habib Chamoun-Nicolas Thanks


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