WinMax Negotiations
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Mind the Gap

Mind the Gap | WinMax Negotiations | Scoop.it

Why are purchasers and suppliers so often disappointed by the results of strategic sourcing, and how can they stop the value leaking out of hard-won contracts?.....

 

Collaborative Approach

 

Procurement organisations that employed a collaborative (versus an adversarial) approach to negotiations reported greater satisfaction with their negotiated agreements and the value realised from those agreements. Of the top 10 per cent of buy-side study participants in terms of self-reported value realised during contract implementation, 63 percent described their negotiations as “highly” or “somewhat” collaborative.

Those employing a collaborative negotiation approach reported more positive working relations with suppliers, fewer unexpected problems during contract implementation, and a far greater ability to work through problems. Figure 2 shows the correlation between how study participants characterised the nature of negotiations with their suppliers and their subjective level of satisfaction with value delivered by suppliers for the contract.

Interviews with high performers revealed an ability to negotiate assertively and collaboratively (both in the sense of treating individual counterparts with a high degree of respect and seeking mutually beneficial solutions) at the same time. Average and low-performers overwhelmingly perceive a debilitating zero-sum trade-off between assertiveness and being collaborative. Similarly, top-performing procurement organisations balance the use of competitive sourcing and bidding with negotiation strategies and approaches that are highly collaborative (focused on fair and sustainable outcomes for both sides and with an emphasis on joint development of creative and mutually beneficial solutions.)....

 

 

 


Via Ricard Lloria
Chris R Stricklin's insight:

Key to success is the ability to balance a competitive drive with the need to collaborate with your competition..."high performers revealed an ability to negotiate assertively and collaboratively" 

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Eli Levine's curator insight, February 11, 2014 3:17 PM

I remember doing a mock negotiation for a Strategy and Negotiation class I took in the Netherlands.  It was between a teacher's union and the Board of Education and I, contrary to all my preferences and upbringing, was put on the side of the Board of Ed.  I ended up being the chief negotiator and it was my strategy that we used to handle the negotiations.

 

We started off from the premise that we wanted to compensate and work with our teachers (who were, for all intents and purposes, our employees) rather than try to work against them.  The result was that both sides were able to get basically what we wanted.  The only sticking point was that I was trying to have the numbers be run first before we promise them a raise total, while they wanted the raise total up front.  By being basically honest, and dogged to the amount of spending that was given to us by the Town Council while trying to give our workers as much as we could have given them within those bounds proved, I think, to have been significantly more fruitful than if we were competing with each other.

 

Competition is sometimes a great way to find the best possible solution to design problems, specifically.  It is through the threshing out of garbage from value that you get designs which work.  However, if you're working towards solving common problems, or if you're working with other people on a more social, less combative level, collaboration has to be at the root of your endeavors, otherwise, the whole thing will fall apart as you tear the issues apart and/or ruin the relationships that have to be maintained for good function.

 

Think about it.

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On Leadership and The Personal Courage Required to Be a Leader

On Leadership and The Personal Courage Required to Be a Leader | WinMax Negotiations | Scoop.it
One of the most overlooked aspects of being a leader is the inherent need for personal courage. "Personal courage is the ability to act on the tough but necessary decisions guided by a moral compas...
Chris R Stricklin's insight:

Personal courage must be a bedrock of leadership. Without it, leadership cannot be effective, revolutionary change is not possible, evolutionary advancement will not occur and an organization will quickly find themselves on the express path to extinction.

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Joe Boutte's curator insight, August 26, 2014 10:37 AM

Courage is indispensable for everyday leadership and making the difficult decisions to lead people to excellence.

Kimberley Richardson's curator insight, August 26, 2014 2:06 PM

Personal courage is the catalyst to overcoming fears and becoming the leader and person, you are meant to be.

Don Cloud's curator insight, August 26, 2014 4:18 PM

It is not enough for a leader to have courage ... rather, the most powerful leaders must both exude courage in the face of danger and more importantly must draw out and energize the courage of their people to face and defeat that danger.

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Eff. Leadership: What is your predisposition? | Switch and Shift

Eff. Leadership: What is your predisposition? | Switch and Shift | WinMax Negotiations | Scoop.it
As self-proclaimed innovators, we must delve into our inner propensities for efficiency and effectiveness which ultimately reveals our proclivity for
Chris R Stricklin's insight:

To make progress, you must first know your dominant style of leadership.

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What We Can All Learn From Generals About Success and Leadership

What We Can All Learn From Generals About Success and Leadership | WinMax Negotiations | Scoop.it
Recently, I was on Twitter (thank goodness for social media!) and was lucky enough to come across a wonderful resource for learning about success and leadership from our very own Military Generals. I usually don't pay attention or write about the hun...
Chris R Stricklin's insight:

Amazing HUffPost Impact article by Tina Issa detailing her opinion of General Leadership.

 

No better compliment than:


"[T]hey are genuine and positive and are absolutely meant to help others in the best way possible. They are for people of every walk of life from every background. I feel that these Generals truly want to teach others how to win. There is such a good feeling of encouragement and hope for change that is felt after reading these posts. I am so grateful for having such a resource. Thanks to all at General Leadership!"

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The Perils of Being A Ninth-Letter Leader | Switch and Shift

The Perils of Being A Ninth-Letter Leader | Switch and Shift | WinMax Negotiations | Scoop.it
Every meeting is an opportunity: a unique moment that can bring a team closer together or shred the fabric that binds. Many leaders talk about developing teams,
Chris R Stricklin's insight:

Many leaders talk about developing teams, but few truly understand the complexities and intricacies of establishing the necessary culture of unity. Dynamic leaders maximize the use of “we, us, our” phrases to allow the development of mutual solutions where all parties believe in shared success.

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Leadership Is An Action Verb

Leadership Is An Action Verb | WinMax Negotiations | Scoop.it
» Leadership Is An Action Verb | "…on the shoulder of giants."
Chris R Stricklin's insight:

6 Principles of Leadership as an action, Marine-style

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Ivon Prefontaine's curator insight, May 20, 2014 1:08 PM

It is easy to turn leadership into noun when we are managing. When we are leading, we act.

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Time is of the Essence

Time is of the Essence | WinMax Negotiations | Scoop.it
Time is the most critical resource in our lives. Ineffective and inefficient use of time not only takes away from the physical work we accomplish, but also depletes our team’s emotional and physical currency which are even tougher to replenish. The question is, “How can we work more efficiently?”
Chris R Stricklin's insight:

Great teamwork with Jason Womack.

 

Vow to give 1% Back!

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3 No-Fail Self-Leadership Safeguards Against Pride - General Leadership

3 No-Fail Self-Leadership Safeguards Against Pride - General Leadership | WinMax Negotiations | Scoop.it
Make it a priority to manage ego avoid building your own tower to the moon so you won’t meet the same sad fate as the pride-fueled, box-stacking king.
Chris R Stricklin's insight:

Successful leaders promote the "we" not the "me"

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Check Out Today's 200-Second Soundbite™ Video Spotlight! - General Leadership

Check Out Today's 200-Second Soundbite™ Video Spotlight! - General Leadership | WinMax Negotiations | Scoop.it
Tune-In for this week's "200-Second Soundbite" Video Spotlight featuring the curators and authors of GeneralLeadership.com!
Chris R Stricklin's insight:

Please join us for our new venues... 
The 200-Second Soundbite: Video Spotlight 

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Trading Tulips: The Fallacy of the Herd Mentality

Trading Tulips: The Fallacy of the Herd Mentality | WinMax Negotiations | Scoop.it
The Fallacy of the Herd Mentality: Why staying true to yourself is crucial for leaders.
Chris R Stricklin's insight:

Be independent, don't just follow the herd

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Carrying the Flag: Discovering the Leader in all of us | Switch and Shift

Carrying the Flag: Discovering the Leader in all of us | Switch and Shift | WinMax Negotiations | Scoop.it
From our earliest memories it seems countless people in our lives are keen to convince us leading is reserved for a special few. It’s something someone else d
Chris R Stricklin's insight:

We are all capable of making positive change, forward progress and leading those around us. Leadership is not a title for a select few people.

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General Leadership Foundation: The 200-Second Soundbite

General Leadership Foundation: The 200-Second Soundbite | WinMax Negotiations | Scoop.it
Leadership Advice from America's Most Trusted Leaders...
Chris R Stricklin's insight:

First of five new venues for sharing "Leadership Advice from America's Most Trusted Leaders!"

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8 Principles of Dynamic Leadership

8 Principles of Dynamic Leadership | WinMax Negotiations | Scoop.it

Together, we are on a continual journey to become dynamic leaders. Here are 8 integral principles of dynamic leadership you can incorporate right now.

Chris R Stricklin's insight:
Leadership is a process not a position.

A dynamic leader yearns for knowledge, for experience, to improve their leadership skill set. They realize leadership is not defined by the title on the door, but daily actions. A dynamic leader grows daily and learns as much as possible from every conversation, meeting, interaction and experience.

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Switch and Shift's Top 75 List of Human Business Champions | Switch and Shift

Switch and Shift's Top 75 List of Human Business Champions | Switch and Shift | WinMax Negotiations | Scoop.it
All around us are thought leaders who know that being “human first” must be a core characteristic. That focusing on building a positive, enabling work env
Chris R Stricklin's insight:

Congrats to John Michel, Matt Fritz and Angela Maiers  for their recognition as Human Business Champions!

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Terri Stricklin is the wind beneath her husband’s wings | Shelby County Reporter

Terri Stricklin is the wind beneath her husband’s wings | Shelby County Reporter | WinMax Negotiations | Scoop.it
Terri Stewart Stricklin is married to this year’s Liberty Day grand marshal, ...
Chris R Stricklin's insight:

Great article on my amazing wife!

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Mark E. Deschaine, PhD's curator insight, June 25, 2014 9:16 AM

Way to go Stricklin family, especially Mrs. Stricklin!

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5 Ground Rules for New Leadership Challenges - General Leadership

5 Ground Rules for New Leadership Challenges - General Leadership | WinMax Negotiations | Scoop.it
The leadership challenge of taking over an established team can be significant. These five ground rules ensure success in achieving the shared purpose.
Chris R Stricklin's insight:

Published with my friend, Tanveer Naseer.

 

Sometimes the challenge is being the new leader in an established team.

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3 Tried And True Methods to Build the ‘We’

3 Tried And True Methods to Build the ‘We’ | WinMax Negotiations | Scoop.it
» 3 Tried And True Methods to Build the ‘We’ | "…on the shoulder of giants."
Chris R Stricklin's insight:

A true leader thinks strategically and develops their team for the long-term success of an organization. If you value their time, they will do the same for you. If you exhibit respect for each of them, then they will feel more respect for you as person and leader, not just as the boss. The true competitive advantage in any industry is found in the team, not the product…people, not things…talent, not trademarks. Teamwork is about shared purpose, determined success and vested interest. 

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Check Out Today’s “200-Second Soundbite™” Podcast! - General Leadership

Check Out Today’s “200-Second Soundbite™” Podcast! - General Leadership | WinMax Negotiations | Scoop.it
Cruise over to PodBean to hear our latest 200-Second Soundbite entitled “The Friendship of Leadership” or subscribe to our PodCast directly via iTunes
Chris R Stricklin's insight:

A dynamic leader truly cares about everyone they lead, wants to know them personally, and is responsible for looking out for their best interest. Inseparable concepts, friendship and leadership must both be based on accountability, commitment and authenticity. 


Which would you prefer? A team of followers engaged from the neck up or employees engaged from the shoulders down?

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Building the Future | Airman Online

Building the Future | Airman Online | WinMax Negotiations | Scoop.it
Airman Online
Chris R Stricklin's insight:

Senior Master Sgt. Carmelo Vega Martinez...pride in mission and dedication to building the future of the Afghan Air Force.

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Planting Seeds For Your Organization's Growth

Planting Seeds For Your Organization's Growth | WinMax Negotiations | Scoop.it
Learn about 4 measures leaders should employ to plant the seeds for sustainable, long-term growth in their organization.
Chris R Stricklin's insight:

 As Dynamic Leaders, our task is to plant the seeds for present and future growth...energize positive change... we must "open avenues for our employees to commit their discretionary effort – their talents, creativity, and insights – to our shared purpose"


These efforts must be deliberate and intentional...specific and empowering.

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Tweet from @GenLeadBlog

Tweet from @GenLeadBlog | WinMax Negotiations | Scoop.it

Debuting our new look, join us for the conversation at http://GeneralLeadership.com 

Chris R Stricklin's insight:

The General Leadership Foundation is launching new venues, new interactions, in a quest to be one of the top leadership sites on the web by the end of 2014.

 

Please join us by registering at GeneralLeadership.com

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Metaphor for Dynamic Leadership - Lead Like a Rich Person!

Metaphor for Dynamic Leadership - Lead Like a Rich Person! | WinMax Negotiations | Scoop.it
Do you lead like a successful person? What characteristics can you add to the Dynamic Leader tool-kit? Join the discussion on Twitter @GenLeadBlog with hashtag #DynLdr.
Chris R Stricklin's insight:

From the lesson in the initial Afghan proverb on change, ask yourself…
Do you lead like a rich person?

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Chris Stricklin: Serving Country through Servant Leadership

Chris Stricklin:  Serving Country through Servant Leadership | WinMax Negotiations | Scoop.it
It's not everyday that we have an opportunity to interview tried and tested American hero's.  We oft...
Chris R Stricklin's insight:

Great discussion with Dan and Ryan, TheCareerist.com. Thanks for the opportunity.

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Choose Your Heroes Wisely - The 200-Second Soundbite

Choose Your Heroes Wisely - The 200-Second Soundbite | WinMax Negotiations | Scoop.it
We must never
forget we are always serving as role models to others. No matter who you are,
where you work, or what title, position, or rank you possess, you will leave
your mark, for good or bad, on scores of people. Ro...
Chris R Stricklin's insight:

We are all role models...

Only you can determine the mark you leave on this world.

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Why a dynamic leader must be a friend to their team - Business Matters

Why a dynamic leader must be a friend to their team - Business Matters | WinMax Negotiations | Scoop.it
Be the boss, sure. But overdo it, and you risk losing admiration, respect and motivation.
Chris R Stricklin's insight:

A good leader/friend inspires others with confidence in him;
A great leader/friend inspires them with confidence in themselves.

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From the Battlefield to the Boardroom: An Interview with General John E. Michel

From the Battlefield to the Boardroom: An Interview with General John E. Michel | WinMax Negotiations | Scoop.it
Dr. Jordan Schaul interviews distinguished Brigadier General John E. Michel for National Geographic News Watch. Eyewitness War on the National Geographic Channel “follows the men and women of the armed forces through the chaos of battle with real-life, first-person footage. ” The show features “dangerous missions and the perils of war through the eyes of our…
Chris R Stricklin's insight:

Great interview with a phenomenal leader!

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