Brandeis ‹#› How to do FIRST THINGS FIRST as a Leader & Negotiator OBJECTIVE... Brandeis ‹#› • After reading the instructions, please answer 2 questions: – What are your team
Trang 1Brandeis ‹#›
© Alain Lempereur, Brandeis & PON, 2017
EVE Leadership Program
Trang 2Brandeis ‹#›
How to do FIRST THINGS FIRST
as a Leader & Negotiator
OBJECTIVE
Trang 3Brandeis ‹#›
© Alain Lempereur, Brandeis & PON, 2017
3
Trang 4Brandeis ‹#›
• After reading the instructions, please answer 2 questions:
– What are your team objectives for this game?
– What are the moves to meet your objectives?
BUILD YOUR TEAM STRATEGY
Trang 5Brandeis ‹#›
© Alain Lempereur, Brandeis & PON, 2017
Trang 6Brandeis ‹#›
Trang 7
Brandeis ‹#›
© Alain Lempereur, Brandeis & PON, 2017
EVE Leadership Program
Trang 8Brandeis ‹#›
– People – Process – Problems
OBJECTIVES
Trang 9Brandeis ‹#›
© Alain Lempereur, Brandeis & PON, 2017
Trang 10Brandeis ‹#›
Trang 11
Brandeis ‹#›
© Alain Lempereur, Brandeis & PON, 2017
Trang 12Brandeis ‹#›
‣ We tend to accuse the others
‣ We attribute bad intentions to them
‣ We blame their personality, their character
‣ “ Hell is the other. ” – Sartre
‣ We tend to excuse ourselves
‣ We invoke good intentions
‣ We blame the situation, never ourselves
‣ “ The road to hell is paved with good intentions. ”
The Challenge: Partisan Perceptions
(K Allred, L Ross) !
Trang 13Brandeis ‹#›
© Alain Lempereur, Brandeis & PON, 2017
A First Move to Engage PEOPLE
(Aristotle, Mnookin, Lempereur) !
Assert yourself Empathize &
Help them step into your shoes
Trang 14Brandeis ‹#›
Trang 15
Brandeis ‹#›
© Alain Lempereur, Brandeis & PON, 2017
Trang 16Brandeis ‹#›
The Challenge: The Negotiator’s Dilemma
(Lax & Sebenius)
Trang 17Brandeis ‹#›
© Alain Lempereur, Brandeis & PON, 2017
Compete Cooperate &
Make Benefits Take Risks &
A First Move to Solve PROBLEMS
(Lax & Sebenius) !
Trang 18Brandeis ‹#›
OPTIMAL & FAIR
DEAL
Build a Win-Win Transaction
Trang 19Brandeis ‹#›
© Alain Lempereur, Brandeis & PON, 2017
Trang 20Brandeis ‹#›
THE CHALLENGE OF AGENCY:
DYNAMICS BEHIND & ACROSS THE TABLE
(J Pratt & R Zeckhauser)
My report back
Their report
back
Trang 21Brandeis ‹#›
© Alain Lempereur, Brandeis & PON, 2017
Respect the mandate behind the table
Build a contract across the table &
Ensure internal loyalty
Enhance external reputation &
Trang 22Brandeis ‹#›
Develop Sustainability
(A Lempereur)
Trang 23Brandeis ‹#›
© Alain Lempereur, Brandeis & PON, 2017
SUMMARY
Trang 24Brandeis ‹#›
Trang 25
Brandeis ‹#›
© Alain Lempereur, Brandeis & PON, 2017
PROBLEM-SOLVING
MOVE
PEOPLE MOVE
Connection Trust Sustainable
Partnership
No relationship Start Value Creation
& Fair Distribution Problems Solutions
RESPONSIBLE NEGOTIATION MATRIX
(A Lempereur)
Trang 26Brandeis ‹#›