NEW ERA NEGOTIATION STRATEGIES Gordon E Jackson JACKSON

TRENDS THAT SUPPORT THE COLLABORATIVE NEGOTIATIONS MODEL

TREND ONE: THE DECLINE OF UNIONIZATION Copyright © 2015 By Gordon Jackson All Rights

TREND TWO: THE SHIFT TO A “MILLENNIUM” DOMINATED WORKPLACE Copyright © 2015 By Gordon

MILLENNIUM REALITY CHECK v 6000 BOOMERS ARE RETIRING DAILY v MOST MATURES WILL BE

MILLENNIUM REALITY CHECK (CONTINUED) v 80% OF MILLENNIUMS SAY THEIR WORK ENVIRONMENT WILL IMPACT

TREND THREE: THE PARADIGM SHIFT TO A SELF-MANAGED WORK ENVIRONMENT A “PROCESS CHANGE” Copyright

“SELF-MANAGEMENT” IS THE PROCESS OF TRAINING AN INDIVIDUAL IN SUCH A MANNER THAT THE

PARADIGM SHIFT #1 IN THE WORKPLACE “ELEVATING THE MINDSET OF THE EMPOWERED EMPLOYEE TO

GENERAL MOTORS SENT 99 EXECUTIVES AROUND THE WORLD OVER AN 8 YEAR PERIOD AND

THE ANSWER “WHEN EMPLOYEES ARE INVOLVED IN DECISIONS THAT AFFECT THEM – THEY SUPPORT

TREND FOUR: TRANSFORMING FROM THE PUNITIVE MODEL TO THE ENCOURAGING MODEL ***** A “MINDSET”

PARADIGM SHIFT #2 IN THE WORKPLACE “ELEVATING THE MINDSET OF THE MANAGER TO THINK

HOW TO BUILD A COLLABORATIVE WORK CLIMATE Copyright © 2015 By Gordon Jackson All

FIRST BUILDING BLOCK: SELECT AND PROMOTE ONLY HIGHLY ENGAGED MANAGERS AND SUPERVISORS Copyright ©

HIGHLY ENGAGED MANAGERS ● HIGHLY ENGAGED MANAGERS ARE 480% MORE COMMITTED TO HELPING THEIR

SECOND BUILDING BLOCK: ONLY HIRE THOSE WHO HAVE THE ABILITY AND DESIRE TO MEET

THIRD BUILDING BLOCK: ELIMINATE EMPLOYEE COMPLAINTS INTERNALLY Copyright © 2015 By Gordon Jackson All

THE “SECRET” COMPLAINTS GRIPES GRIEVANCES FRUSTRATIONS CONCERNS “THE ELIMINATION OF EMPLOYEE COMPLAINTS INTERNALLY” Copyright

FOURTH BUILDING BLOCK: FULFILL THE THREE OBLIGATIONS MANAGEMENT OWES EMPLOYEES ***** n ACCESSIBILITY n

SETTING THE STAGE FOR COLLABORATIVE NEGOTIATIONS n n n n n DEFINE YOUR OBJECTIVES

NEW ERA COLLABORATIVE NEGOTIATION STRATEGIES DEAL FROM STRENGTH 2. MAKE THE FIRST MOVE 3.

NEW ERA COLLABORATIVE NEGOTIATION STRATEGIES…. (Continued) 11. 12. 13. 14. 15. 16. 17. 18.

Slides: 24

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NEW ERA NEGOTIATION STRATEGIES Gordon E. Jackson JACKSON, SHIELDS, YEISER & HOLT 262 German Oak Drive Memphis, Tennessee 38018 (901)754 -8001 Email: gjackson@jsyc. com

TRENDS THAT SUPPORT THE COLLABORATIVE NEGOTIATIONS MODEL

MILLENNIUM REALITY CHECK v 6000 BOOMERS ARE RETIRING DAILY v MOST MATURES WILL BE RETIRED BY 2020 v BY 2020 MILLENNIUMS WILL CONSTITUTE 50% OF THE WORKFORCE v BY 2025 MILLENNIUMS WILL CONSTITUTE 75% OF THE WORKFORCE v 76% OF MILLENNIUMS PLAN TO FIND A DIFFERENT JOB AS THE ECONOMY IMPROVES v 75% OF MILLENNIUMS PREFER TO LEARN FROM PEERS RATHER THAN FROM SUPERIORS v 77% OF MILLENNIUMS EXPECT THEIR PERSONAL LIVES TO HAVE PRIORITY OVER THEIR WORK LIFE Copyright © 2015 By Gordon Jackson All Rights Reserved

MILLENNIUM REALITY CHECK (CONTINUED) v 80% OF MILLENNIUMS SAY THEIR WORK ENVIRONMENT WILL IMPACT THEM MORE THAN THEIR PAYCHECKS v 70% OF MILLENNIUMS ARE UNWILLING TO WORK IN AN UNPLESANT ENVIRONMENT LONG TERM v 61% OF MILLENNIUMS SAY THEIR CURRENT JOB IS JUST A SPRINGBOARD TO A BETTER JOB v 60% OF MILLENNIUMS HAVE ALREADY SWITCHED JOBS AT LEAST ONCE v 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 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. GEJ Copyright © 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 Copyright © 2015 By Gordon Jackson All Rights Reserved

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 SUCCESSFUL COMPANIES SUCCESSFUL? Copyright © 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” GEJ Copyright © 2015 By Gordon Jackson All Rights Reserved

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 Copyright © 2015 By Gordon Jackson All Rights Reserved

SETTING THE STAGE FOR COLLABORATIVE NEGOTIATIONS n n n n n 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 Copyright © 2015 By Gordon Jackson All Rights Reserved

NEW ERA COLLABORATIVE NEGOTIATION STRATEGIES 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 1. Copyright © 2015 By Gordon Jackson All Rights Reserved

NEW ERA COLLABORATIVE NEGOTIATION STRATEGIES…. (Continued) 11. 12. 13. 14. 15. 16. 17. 18. 19. 20. AVOID UNRELATED, SENSITIVE SUBJECTS CURB YOUR ARROGANCE INJECT SELF-EFFACING HUMOR USE SMALL-TALK TO BOND USE NAMES FREQUENTLY SHOW CULTURAL RESPECT KILL WITH A SMILE SILENCE IS GOLDEN BE COURTEOUS END EACH SESSION ON A POSITIVE NOTE Copyright © 2015 By Gordon Jackson All Rights Reserved