Interest-Based Job Development Negotiation
Communication Strategies for Customized Employment
Cary Griffin & Corey Smith
Griffin-Hammis Associates LLC www.griffinhammis.com/www.start-up-usa.biz
Interest-Based Negotiation: Getting Started
l CE’s Foundation is based on Non-Comparative Processes
l CE creates new or modified jobs l CE uses an Economic Development
Model l CE finds the Jobs Behind the Jobs
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Interest-Based Negotiation: Jobs Behind Jobs
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Conflict & Communication: Myths
l In All Negotiation lies the potential for Conflict
l It’s Dysfunctional l Represents a Communication
Breakdown l Ignore & it goes Away l All Conflicts can be Solved
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Conflict & Communication: Questions
l The Shadow of the Future? l Walk Away Position? l Big Win/little win? l Wimp/Wimp?
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Conflict & Communication: Common Ground
l Employers love Creating Jobs l We Need to Create Jobs l Lots of Common Ground l Where’s the Disconnect?
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Conflict & Communication: Job Creation/Resource Ownership
l ID Employer Needs l Match to Consumer Interests,
Skills, Talents l Enhance Contribution thru
Exploitable Resources l Ti, Joseph, et al
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Conflict & Communication: Amalgamated Funding
l Interest-Based Approaches may require Funding Flexibility
l May Require New Funders l Dave & Bill/Habitat Productions
(www.habitatproductions.net)
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Conflict & Communication: Root Causes: Relationship Problems
l Strong Emotions l Misperceptions & Stereotypes l Poor Communications l Negative, Repetitive or
Misunderstood Behavior l History of Mistrust
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Conflict & Communication: Root Causes: Values Disconnects
l Day to Day Values l Spiritual Values l Self-Definition Values l Sanctimony l Superiority
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Conflict & Communication: Root Causes: Structural Problems
l Roles & Responsibilities l Authority l Physical Arrangements l Time Resources
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Conflict & Communication: Root Causes: Data Problems
l Lack of Data l The Incorrect Data l The Wrong Data l Poor Data Collection l Improper Data Analysis
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Conflict & Communication: Root Causes: Interests
l Competing Needs & Desires l Resource Acquisition or Loss l Procedural Issues l Psychological (Equity, Respect,
Trust)
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Conflict & Communication: Organizational Conflict Sources
l Change l Conflicting Goals & Objectives l Unclear Purpose l Limited Resources l Mixed Values l Instability
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Conflict & Communication: Change Cycle
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New Stuff
Contentment Renewal
Denial Confusion
Excitement!!
ANGER / Depression
Conflict & Communication: Management/Negotiation Methods
l Competition (Win/Lose): When Quick Action is Required When Unpopular Changes must Occur When other methods Fail Where low Trust has Stalled Progress
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Conflict & Communication: Management/Negotiation Methods
l Accommodation (Lose/Win): Relationship Preservation Matters Issue Matters more to the Other Party You are seeking Growth from Others You are Setting the Stage for Reason
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Conflict & Communication: Management/Negotiation Methods
l Avoidance (Lose/Lose): Both parties see issue as Minor No One Gains from Resolution Stalling for Data Cooling off Period is Needed
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Conflict & Communication: Management/Negotiation Methods
l Compromise (Win/Lose – Win/Lose) Need Agreement & Both Parties are
Equally Powerful Need Common Ground to meet Mutual
Goals Temporary fix for a Complex Issue Find Solution under Time Pressure
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Conflict & Communication: Management/Negotiation Methods
l Collaboration (Win/win) Preserving Important Relationships Do More with Less Do More with More Bring Innovation into Play Capture New Opportunities
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Conflict & Communication: Language Barriers: Talk at 3 Levels
l What the Speaker is Saying l What the Speaker Thinks she is Saying l What the Listener Thinks the Speaker
is Saying
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Conflict & Communication: Communication Strategy
l Feel l Felt l Found
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Conflict & Communication: Communication Strategy: AEIOU
l Assume the other person Means Well l Express Your Feelings l Identify what you would like to Happen l Outcome Expected l Understanding on a Mutual Basis
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Conflict & Communication: Communication Strategy: Planning Guidelines
l Anticipate Reactions l Anticipate greatest Point of Resistance l The Best Time & Place? l What’s in it for Them? l Outline Key Phrases l Left/Right Hand Analysis
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Conflict & Communication: Communication Strategy: Active Listening
l Basic Acknowledgements (Uh-huh; No Kidding?)
l Silence is Golden (Brings out more info)
l Questions (Wait, then probe)
l Paraphrase for Clarity l Reflective Listening (You seem angry; I’m
concerned….)
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Conflict & Communication: Communication Strategy: Avoid Destructive Criticism
l Don’t act while Angry l Focus on Behavior, Not Personality l Use Neutral Language (“This behavior…”
NOT: “You always…”)
l Indicate a commitment to Resolution (Give Hope)
l Plan your Discussion
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Conflict & Communication: Negotiation
l From Smooth Talker to Smooth Listener
l From Win/Lose to Win/win l No more Wimp/Wimp l Game Theory: John Nash
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Conflict & Communication: Negotiation: The 5 Ps
l Prepare l Probe l Partner l Propose l Participate
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Conflict & Communication: Negotiation: Win/win
l Find Ways to Agree l Remove Ego l Be Inventive l Be Innovative l Increase the Pie
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Conflict & Communication: Negotiation: Win/win
l Know what They Really Want l Know What You Really Want l Explore Alternative Rewards &
Responses l Let them Win Some l Don’t Wimp into a Bad Deal
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Conflict & Communication: Negotiation: Win/win
l The Best Way to Get what You Need is to Help Others Get what They Need
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Conflict & Communication: Negotiation Types
l Wimp/Wimp: “Let’s not fight…” l Addicted: “I love this house!” l Anxious: “I hate buying cars!” l Apathetic: “Let’s get this over
with.” l Amiable: “How are the kids?”
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Conflict & Communication: Negotiation Preparation
l Precedents l Alternatives l Mutual Interests (and Otherwise) l Deadlines l Strengths & Weaknesses l Highest Goal-Walk Away Position l Strategy & Team
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Conflict & Communication: Negotiation: Probe
l Ask Why l Hypothesize: What If? l Ask Questions for Clarity l Take inventory of What you do and
do not know
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Conflict & Communication: Negotiation: Partner
l Who else can help? l What’s in it for us, together? l Who has the resources we don’t? l Who do we need short & long
term?
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Conflict & Communication: Negotiation: Propose
l Don’t make the first offer l Never (immediately) accept the first
offer l Set your aspirations high l Slow down
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Conflict & Communication: Negotiation: Participate
l Put up or Shut up l Roll up your sleeves l Leverage Resources l Bring in new partners to Expand &
Improve
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Conflict & Communication: Negotiation: RAIDS (Emotional Tactics Defense)
l Recognize Emotions are a Tactic l Ask how they handled similar
Circumstances l Identify exactly what emotion is being
Employed l Deflect emotion & focus on the Issues l Suggest a Cooling-Off Period
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Conflict & Communication: Negotiation: Dealing with Difficult Negotiators
l Don’t take it Personally; Don’t get Personal
l Be Prepared; Have a Strategy l Challenge the Premise l Take a Time-Out l Acknowledge their Pressures &
Concerns l Let them Win some…
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Conflict & Communication: Negotiation from Weakness
l Abundance & Adventure Vs Scarcity & Dependence
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Conflict & Communication: Negotiation from Weakness
l Do you use Victim words? l Are you stuck with old Ideas? l Where do you agree with the other
Party? l Where’s the Common Ground? l Sometimes No Deal is the Best Deal
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Conflict & Communication: Build Relationships
l A 5% increase in Customer Retention can Double Small Business Profits
l Meet & Bond Vs Hit & Run l Practice discovering Style,
Recreational, Hobby, Family, Cultural, Civic links with others
l Be Sincere
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