new era negotiation strategies gordon e. jackson jackson, shields, yeiser & holt 262 german oak...

NEW ERANEGOTIATIONSTRATEGIES

Gordon E. Jackson

JACKSON, SHIELDS, YEISER & HOLT262 German Oak Drive

Memphis, Tennessee 38018(901)754-8001

Email: [email protected]

TRENDS THAT

SUPPORT THE

COLLABORATIVE

NEGOTIATIONS

MODEL

TREND ONE:

THE DECLINE OF

UNIONIZATION

Copyright © 2015 By Gordon Jackson All Rights Reserved

TREND TWO:

THE SHIFT TO A

“MILLENNIUM” DOMINATEDWORKPLACE


MILLENNIUMREALITY CHECK

6000 BOOMERS ARE RETIRING DAILY

MOST MATURES WILL BE RETIRED BY 2020

BY 2020 MILLENNIUMS WILL CONSTITUTE 50% OF THE WORKFORCE

BY 2025 MILLENNIUMS WILL CONSTITUTE 75% OF THE WORKFORCE

76% OF MILLENNIUMS PLAN TO FIND A DIFFERENT JOB AS THE

ECONOMY IMPROVES

75% OF MILLENNIUMS PREFER TO LEARN FROM PEERS RATHER

THAN FROM SUPERIORS

77% OF MILLENNIUMS EXPECT THEIR PERSONAL LIVES TO HAVE

PRIORITY OVER THEIR WORK LIFE


MILLENNIUMREALITY CHECK (CONTINUED)

80% OF MILLENNIUMS SAY THEIR WORK ENVIRONMENT WILL

IMPACT THEM MORE THAN THEIR PAYCHECKS

70% OF MILLENNIUMS ARE UNWILLING TO WORK IN AN

UNPLESANT ENVIRONMENT LONG TERM

61% OF MILLENNIUMS SAY THEIR CURRENT JOB IS JUST A

SPRINGBOARD TO A BETTER JOB

60% OF MILLENNIUMS HAVE ALREADY SWITCHED JOBS AT

LEAST ONCE

40% OF MILLENNIUM WOMEN AND 33% OF MILLENNIUM MEN

SAY THEIR IDEAL CAREER WOULD BE TO WORK FROM HOME AT

SOME POINT IN THEIR CAREER


TREND THREE:

THE PARADIGM SHIFT TO A

SELF-MANAGED

WORK ENVIRONMENT

A “PROCESS CHANGE”Copyright © 2015 By Gordon Jackson All Rights Reserved

“SELF-MANAGEMENT” IS THE PROCESS OF TRAINING AN INDIVIDUAL IN SUCH A MANNER THAT THE INDIVIDUAL WILL KNOW MORE ABOUT THE TASKS THAN ANYONE ELSE, WILL KNOW MORE ABOUT THE SIGNIFICANCE OF THE TASKS THAN ANYONE ELSE, WILL KNOW MORE ABOUT HOW TO PERFORM THE TASKS THAN ANYONE ELSE AND, THEREFORE, IN TURN, CAN MANAGE HIMSELF OR HERSELF RELATIVE TO THE TASKS BETTER THAN ANYONE ELSE.

GEJCopyright © 2015 By Gordon Jackson All Rights Reserved

PARADIGM SHIFT#1 IN THE WORKPLACE

“ELEVATING THE MINDSET OF THE EMPOWERED EMPLOYEE TO THINK

LIKE, ACT LIKE AND BECOME MORE ACCOUNTABLE LIKE

A MANAGER AND LESS

LIKE AN EMPLOYEE”

GEJ


GENERAL MOTORS SENT 99 EXECUTIVES AROUND THE

WORLD OVER AN 8 YEAR PERIOD AND SPENT

ALMOST 4 BILLION DOLLARS TO FIND OUT

THE ANSWER TO THIS QUESTION:

WHY ARE SUCCESSFULCOMPANIES

SUCCESSFUL?


THE ANSWER

“WHEN EMPLOYEES

ARE INVOLVED IN DECISIONS

THAT AFFECT THEM –

THEY SUPPORT THOSE

DECISIONS”


TREND FOUR:

TRANSFORMING FROM THE

PUNITIVE MODEL TO

THE ENCOURAGING MODEL

**********

A “MINDSET” CHANGECopyright © 2015 By Gordon Jackson All Rights Reserved

PARADIGM SHIFT#2 IN THE WORKPLACE

“ELEVATING THE MINDSET

OF THE MANAGER TO THINK

LIKE, ACT LIKE AND

BECOME MORE

ACCOUNTABLE LIKE

A COACH AND LESS

LIKE A BOSS”

GEJCopyright © 2015 By Gordon Jackson All Rights Reserved

HOW TO

BUILD A

COLLABORATIVE

WORK CLIMATE


FIRST BUILDING BLOCK:

SELECT AND PROMOTE

ONLY HIGHLY ENGAGED

MANAGERS

AND

SUPERVISORS


HIGHLY ENGAGED MANAGERS● HIGHLY ENGAGED MANAGERS ARE 480% MORE COMMITTED TO HELPING THEIR EMPLOYERS SUCCEED (MILLENNIUMS RESPOND TO AND, RESONATE WITH, HIGHLY ENGAGED MANAGERS AND MENTORS)

● HIGHLY ENGAGED MANAGERS ARE 250% MORE LIKELY TO RECOMMEND MEANINGFUL IMPROVEMENTS

● EMPLOYEES WHO ARE SUPERVISED BY HIGHLY ENGAGED MANAGERS ARE 370% MORE LIKELY TO RECOMMEND THEIR EMPLOYER AS A GOOD EMPLOYER

● DEFICIENT MANAGERS CREATE EMPLOYEE DISENGAGEMENT AND COST THE U.S. AN ESTIMATED 450 BILLION DOLLARS , ANNUALLY


SECOND BUILDING BLOCK:

ONLY HIRE THOSE

WHO HAVE THE

ABILITY AND DESIRE

TO MEET YOUR

OBJECTIVES


THIRD BUILDING BLOCK:

ELIMINATE

EMPLOYEE

COMPLAINTS

INTERNALLY


THE “SECRET”

“THE ELIMINATION OF EMPLOYEE

COMPLAINTS INTERNALLY”

COMPLAINTSCOMPLAINTSGRIPESGRIPES

GRIEVANCESGRIEVANCESFRUSTRATIONSFRUSTRATIONS

CONCERNSCONCERNS


FOURTH BUILDING BLOCK:FULFILL THE THREE

OBLIGATIONS MANAGEMENT

OWES EMPLOYEES

*********ACCESSIBILITYELIMINATIONEXPLANATION


SETTING THE STAGE FORCOLLABORATIVE NEGOTIATIONS

DEFINE YOUR OBJECTIVES IDENTIFY FOR WHOM YOU ARE BARGAINING WIN THE PUBLIC RELATIONS CHALLENGE PLAY ON YOUR OWN TURF LEAVE YOUR “BIG GUNS” AT HOME SELECT YOUR TEAM CAREFULLY SET THE GROUND RULES DEFER DISCUSSIONS OF KEY ISSUES KEEP THE NUMBERS EVEN IDENTIFY THE POWER PLAYERS


NEW ERA COLLABORATIVENEGOTIATION STRATEGIES

1. DEAL FROM STRENGTH

2. MAKE THE FIRST MOVE

3. CONSIDER PROPOSING MANY THROWAWAYS

4. BE A GOOD HOST

5. TAKE COPIUS NOTES

6. KNOW YOUR STUFF – DO YOUR HOMEWORK

7. FACT CHECK WHAT IS CONVEYED

8. AVOID SIDE ISSUES

9. KNOW THE ANSWERS TO YOUR QUESTIONS

10.USE COMMUNICATIONS EFFECTIVELY


NEW ERA COLLABORATIVENEGOTIATION STRATEGIES….(Continued)

11. AVOID UNRELATED, SENSITIVE SUBJECTS

12. CURB YOUR ARROGANCE

13. INJECT SELF-EFFACING HUMOR

14. USE SMALL-TALK TO BOND

15. USE NAMES FREQUENTLY

16. SHOW CULTURAL RESPECT

17. KILL WITH A SMILE

18. SILENCE IS GOLDEN

19. BE COURTEOUS

20. END EACH SESSION ON A POSITIVE NOTE


new era negotiation strategies gordon e. jackson jackson, shields, yeiser & holt 262 german oak...

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