Negotiations Training

From the Cuban Missile Crisis to contract negotiations between Major League Baseball and the Player’s Union to brinksmanship political negotiations over health care and the debt ceiling to haggling over the price of washing your car - negotiations is the premiere process used throughout the world and throughout history to address disputes between nations, organizations, families and individuals.

It is the one common language spoken by every human being on the planet. It is the process we employ throughout our lives as infants when we have cried for food, to teenagers fighting for their own identity, to interviewing for our first job and exchanging wedding vows. We negotiate throughout our lives and in every aspect of our lives both personal and professional. Negotiations are in our DNA as we evolve to change, improve and survive. As part of our survival, we continually negotiate to WIN! 

From the homeless man negotiating with the passersby for loose change to the emergency room patient trying to get the best treatment, to the party of a lawsuit fighting for their life savings, negotiations are ubiquitous throughout our lives. We either learn how to negotiate and WIN! or we literally die.

Juan Carlos has trained many groups on negotiations. Negotiations' Training is generally considered to be of two types: Traditional Negotiations and Interest Based Negotiations. 

The Interest Based Negotiations method has many different names. For example, "Interst Based Bargaining" or "Interest Based Problem Solving" or "Win-Win Bargaining" or "Principled Negotiations."  Of course we also have "IBB" or "IBN" or "IBPS" or simply just "Win-Win." All of these processes originate from the method as developed by the brilliant insights of Roger Fisher and William L. Ury in their ground breaking book Getting to Yes: Negotiating Agreement Without Giving In.

Countless individuals, organizations and consultants have applied the IBB process to their negotiations as well as to their daily lives. Juan Carlos has provided numerous trainings on IBB and facilited many IBB negotiations. One of the most well published adopters of IBB is Kaiser Permanente Hospitals and The Coalition of Kaiser Permanente Unions. They provide a nice history of their Partnership on their dedicated website: in the article entitled, History of Partnership. According to the article, the Labor Management Partnership currently covers more than 100,000 union employees, 14,000 managers and 18,000 physicians in seven states and Washington, D.C. 

Juan Carlos, as a Federal Mediator, provided training and facilitated IBB training for Kaiser Permanente and the Coalition of Kaiser Permanente Unions in their 2005 National Negotiations working specifically with the Bargaining Task Group on Work Life Balance. Juan Carlos assisted Mike Zientek, professional trainer for Restructuring Associates Inc (RAI). RAI was hired by Kaiser to guide them on their implementation of partnership principles to their 2005 National Bargaining. To this day, participation in this National Bargaining and working with the top-shelf consultants of RAI, has been the IBB high water mark for Juan Carlos.   

On the other end of the spectrum, Juan Carlos also had an enormous amount of experience in traditional negotiations. Traditional negotiations was much more the rule than the exception as many labor relationships are strained and contentious. Limited resources and lack of trust drive parties to be adversarial in negotiations. After having sat in literally hundreds of negotiations Juan Carlos was inspired to write a primer on traditional negotiations entitled, "iPLAY Negotiations to Win."  

From the Forward of iPLAY Negotiations to Win:
iPLAY is the “nuts and bolts” structure of negotiations that gives every person the simple building blocks to navigate any negotiations. It is the DNA sequence from which all negotiations are built.
In the heat of battle you can’t remember anything, you can’t think, you can only rely on your trained instincts. iPLAY is an easy to remember mnemonic that you can rely on in the heat of battle that is negotiations.
By the time you finish reading this book you will have internalized the iPLAY mnemonic so that you will be able to draw upon it when you are in round 12 of negotiations and in your most exhausted moment remember “i” is for Issue, “P” is for Proposal, “L” is for Logic, “A” is for Application and “Y” is for Your Signature. Like a swift kick to the nuts, wake up, internalize these building blocks and begin your journey to WIN!