Rev0 Academy Award PerformancesHandout 11-16-09 - Redmond and Meiers Pres.pdf · Copyright © 2009 Independent Lease Review, Inc. 4 Copyright © 2009 Independent Lease Review, Inc

Copyright © 2009 Independent Lease Review, Inc. 1


Big Screen Lessons for Supply Chain Professionals

10th Annual ISM Services ConferenceDecember 3-4, 2009


Mary A. RedmondPresident, Independent

Lease Review, [email protected]

(913) 441-4108

Academy Award Performances:


Presented byJohn Meiers, PhD.Sourcing Leader,H&R Block


7 Hollywood Lessons for Negotiation

1. Tiger Teams Bring ‘em Back Alive2. The Eddie Murphy Bamboozle3. The Corporate Lethal Weapon

Negotiator4. Savvy Julia Roberts “Brockovich”5. Speak like Marlon Brando 6. Be the Gorilla, not Dan Aykroyd7. Train like Sylvester Stallone



Lesson #1: Bring them back alive…Tom Hanks and the Tiger Team

• Assemble Tiger Teams for creative negotiation wins

• Attributes of Tiger Teams o NASA originso The Players, Roles and Leaderso What is different?o When to use.o Why will this help you?

• How does this benefit you?o Nimesh’s Proverbo Office Politics


Silver Screen Lessons

• Apollo 13 • Big Screen Case Studies• Other winners:

oThe Untouchables and Elliot NessoStar Wars


From the Big Screen to the Trenches

• Tiger Teams for large contract negotiations• Recent Tiger Team successes• The 3-Cs of a Tiger Team Cell:

oContainoControloCommunicate



Lesson #2: The Eddie Murphy Bamboozle


Silver Screen Lesson

• Beverly Hills Cop II o "deep deep DEEP

undercover"o “Multi-jurisdictional task

force”• Other Stars:

o The Sting



• No wolves on the informational reservation

• Danny Glover in E-City• Information asymmetry and

the Blues Brothers• Big Screen to Afghanistan



Lesson #3: Lethal Weapon

• Impossible negotiation scenarioso Fear is a bit playero The Saturn sales flooro Always carry a BATNA

• How does this benefit you?o No terrorists allowedo False Time Constraints

• When to use?o BATNAo Push the reset button – no mulligan

limit



• What is the movie?o Are You a “Lethal Weapon?”o Mel Gibson, the lunatic and handcuffso It’s OK to be crazy in impossible negotiation

situations• Other examples:

o Richard Nixon’s Wild Cardo Mao and the Taiwanese Straits “Crisis”



• Lethal weapon tactics• Sometimes you bring out the hand-cuffs• “Break-in-case-of-emergency” when you

think you’re out of options



Lesson #4: Be Savvy Like Julia Roberts

• Creativity and cleverness wins• Always keep the door open• Always make them think:

oRethinkoRetooloRegroup

• Follow Warren Buffett’s Advice• Avoid Groupthink• Be the catalyst



• Erin Brockovich• When do you “deputize” the

extras?• Brains over brawn:

oFalse “deadlines”o Invasion of the “suits”oPenetration of environment



• Welcome to Bolivia

• Empowering people to

negotiate

• Thinking Outside the

Box

• Role of Ego

• Think creatively:

o Expanding the pie

o Affiliate relationships

o What is unique about

your organization



Lesson #5: Speak Like Marlon Brando

• You make the offer they can’t refuse.• They play the “can’t refuse

Godfather.”• How does this benefit you?

oSkepticism pays off• When to use (common pitfalls)?

o “once in a lifetime” offersoExpiration is not a death sentence.oNegotiation Magic and Hocus

PocusoDiscounts! Deals! Deadlines!



• “The Godfather”• Kenny Rogers rules of

negotiations apply…• Bill Cosby’s fatherly threat



• Theodore Roosevelt: “speak softly but carry a big stick”

• Marlon “Don Corleone”Brando’s ultimatums

• How do you know you are truly getting the best deal?



Lesson #6: Be the Gorilla, Not Dan Aykroyd

• Think Locally, Act Globally• Negotiate Globally, Act Globally• Be the 800 lb. Gorilla (mind over

matter)• How does this benefit you?

o Resist Stockholm Syndromeo Avoid the “victim” mentality

• When to Use?o Assess the advantages o I’m not afraid of Gozer



• “Ghostbusters” Negotiate o Show no fear with ghosts,

ghouls, & goblins o Possess the powero Master Yoda says “judge me

by my size, you will not”o James Bond says, “Never say

never again”…



• We are the 800 lb. gorilla.• Leverage and Jujitsu• Tomorrow and Tara• More pie please sir?



Lesson #7: Train Like Sylvester Stallone

• Practice makes perfect• How does this benefit you?

oEvery event is the next audition.oFollow “The Toyota Way”oManage By FactoLeave the Ego At the DooroLearn From Your MistakesoNo Revenge



• Rocky, Rocky and more Rocky• There’s no tomorrow - start now• Strength conditioning makes perfect• Who is the coach and the mentor?• Other Big Screen Examples:

o Indiana Jones did his Homeworko Obi Wan Kenobi’s Advice (“Star

Wars”)



• Who plays what role?o Coacho Boxero Refereeo Mentoro Trainero Fans

• Who sits in the biggest chair at the table?o What chair does Sourcing need?

• Following Ron’s Advice



Mary A. RedmondPresident, Independent

Lease Review, [email protected]

(913) 441-4108

Academy Award Performances:


Presented byJohn Meiers, PhD.Sourcing Leader,H&R Block

Documents

Rev0 Academy Award PerformancesHandout 11-16-09 - Redmond and Meiers Pres.pdf · Copyright © 2009 Independent Lease Review, Inc. 4 Copyright © 2009 Independent Lease Review, Inc