1. Negotiating with Confidence to Meet Agency Needs Michael Bevis Competency and Certification Manager Federal Acquisition Institute GSA Training Conference and Expo 2010

2. Competence Capacity Alignment Preparation Sources of Confidence

3. The Core Competencies Process –The Tools –The Tolerances Negotiation Skills –Approach –Method –Tools Competence

4. Who are you Conflict Resolution Mode –Comfort Zone »Personal »Team –Situational Adjustments Negotiation Skills - Approach

5. Conflict Resolution Modes Competing Collaborating Compromising Avoiding Accommodating Negotiation Skills - Approach

6. Assertiveness Cooperativeness Competing Accommodating Compromising Avoiding Collaborating Thomas-Kilmann Model

7. Assertiveness Cooperativeness Competing Accommodating Compromising Avoiding Collaborating The Covey Overlay

8. Assertiveness Cooperativeness Competing Accommodating Compromising Lose/Lose Collaborating The Covey Overlay

9. Assertiveness Cooperativeness Competing Lose/Win Compromising Lose/Lose Collaborating The Covey Overlay

10. Assertiveness Cooperativeness Competing Lose/Win Win/Win Lose/Lose Collaborating The Covey Overlay

11. Assertiveness Cooperativeness Win/Lose Lose/Win Win/Win Lose/Lose Collaborating The Covey Overlay

12. Assertiveness Cooperativeness Win/Lose Lose/Win Win/Win Lose/Lose Win/Win or No Deal The Covey Overlay

13. Assertiveness Cooperativeness Win/Lose Lose/Win Win/Win Lose/Lose Win/Win or No Deal The Covey Overlay

14. Assertiveness Cooperativeness Win/Lose Lose/Win Win/Win Lose/Lose Win/Win or No Deal The Covey Overlay

15. The Core Competencies Process –The Tools –The Tolerances Negotiation Skills –Approach –Method –Tools Competence

16. Fischer and Ury Method Separate the PEOPLE from the Problem Focus on INTERESTS, not Positions Invent OPTIONS for Mutual Gain Insist on Using Objective CRITERIA Negotiation Skills - Method

17. First Step – Seeking FIRST to Understand Mission Alignment Separate the PEOPLE from the Problem Focus on INTERESTS, not Positions Negotiation Skills - Method

18. Next Step – Seeking Win/Win or No Deal Invent OPTIONS for Mutual Gain Insist on Using Objective CRITERIA BATNA Negotiation Skills - Method

19. The Core Competencies Process –The Tools –The Tolerances Negotiation Skills –Approach –Method –Tools Competence

20. The Schlossberg Banana Negotiation Skills - Tools

21. The Power Of Confident Silence Negotiation Skills - Tools

22. The Seven Ps: The Power of Planning Negotiation Skills - Tools

23. Thank You For your Commitment, For your Professionalism, For your Presence, For your CHOICE Service.

24. This session is sponsored by the Federal Acquisition Institute The primary organization providing knowledge and support to the federal civilian acquisition workforce. For more information about FAI, please visit our website at www.fai.gov