Win-Win Negotiating—Cajun Style

Sandra Bernard Dugas
November 22, 2004

What do you get when you mix motivated participants, playful activities, incentives (really cheap prizes), and solid learning? Answer! A spicy group, hot to try out their new win-win negotiating strategies! This all occurred during the pre-conference workshop held at the 8th annual CUNA Operations, Sales and Service Conference at the New Orleans Hilton. Mais, cher, it was a bon temps (good time) in the bayou country!

Thirty CUNA OpSS members, diverse in positions, locale, and needs joined Dr. Sandra Bernard Dugas for an afternoon of fun and learning. It was a study that began with openness and sharing of “negotiation” issues facing each person. It was an exercise in the realization that we negotiate every day, with all the people in our lives, on one or more issues. While the thrust of the program was work or negotiating as part of the job, the influence of children and spouse and family members was not left out of the discussion. Members participated in a game, “Raid the Resources,” that made the three-member teams think, move quickly, and negotiate the physical barriers of legs, arms, and bodies. The aggressive natures of some people were realized in that activity!

Program highlights included discussion of the forces at play in every negotiation—namely power, information, timing, and approach. Win-win negotiators always consider these in planning strategies. Since every negotiation begins with conflict, discussion was held around the conflict cycle model and how it impacts successful outcomes. The importance of building strong relationships was discussed, since relationships and substance (of the conflict) are the two key issues in every negotiation. Colors identify “fall back” styles in conflict, a reminder for everyone that we never engage in negotiation when we are in “red” or “blue,” but in that “green” space of rational, objective thoughts and feelings.

Every participant left with an item from Dr. Dugas’ “Toy Box.” This is part of the risk = reward philosophy by which she always conducts workshops and seminars. Feedback was good and participants gave high marks to the program and the presenter. And as the presenter, I have to say, “What an amazing group!” The time just slipped away with our activities and discussions. I don’t think I’ve had a more engaged group—CUNA members sure like to have fun while they learn.

Sandra Bernard Dugas, an executive coach, conducted the pre-conference workshop on “Win/ Win Negotiating Skills” at the 2004 CUNA Operations, Sales and Service Conference in New Orleans. Contact Dugas at 337-988-3040 or sandra@dugas.biz.