Brandeis ‹N°›EVE Leadership Program Singapore, July 2019 LEADERSHIP & NEGOTIATION WORKSHOP Alain Lempereur Brandeis University & Harvard PON lempereur@brandeis.edu 1... Brandeis ‹N°›Plea
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EVE Leadership Program
Singapore, July 2019
LEADERSHIP & NEGOTIATION
WORKSHOP
Alain Lempereur
Brandeis University & Harvard PON
lempereur@brandeis.edu
1
Trang 2Unleash your potential
as a leading negotiator
OBJECTIVE
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Trang 4PLEASE READ YOUR INSTRUCTIONS
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Please discuss 2 questions within your team:
❖ What are your team’s objectives for this game?
❖ What are the moves to meet these objectives?
BUILD YOUR TEAM STRATEGY
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Singapore, July 2019
RESPONSIBLE NEGOTIATION
& LEADERSHIP
Alain Lempereur
Brandeis University & Harvard PON
lempereur@brandeis.edu
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Trang 8A1 B1 A2 B2 A3 B3 A4 B4 A5 B5 A6 B6 A7 B7
EVE Leadership Program (Singapore, July 2019)
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• ENJOY YOURSELF AS A RESPONSIBLE LEADER / NEGOTIATOR
• DO FIRST THINGS FIRST WITH 3 NEGOTIATION PILLARS
– P eople – P roblems – P rocess
OBJECTIVES
Trang 12Your First Move to Engage PEOPLE
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Your First Move to Engage PEOPLE
Assert yourself
First, empathize & then
Help the other step into your shoes
Put yourself
in the other’s shoes & then
Convince Comprehend & then
Trang 14Your First Move to Solve Problems
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Your First Move to Solve Problems
Compete First, cooperate & then
Share the pie Make the pie bigger & then
Allocate fair value Create
joint value & then
Trang 16Your First Move to Facilitate the Process
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Your First Move to Facilitate the Process
Respect the mandate
(behind the table)
First, anticipate the contract
(across the table)
& then
Ensure
internal loyalty
Enhance your
external reputation & then
Build in
implementation
Build
a transaction & then
Trang 18SUMMARY
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People
Problems
Process
Mandate
CIRCLE OF RESPONSIBLE NEGOTIATION
Comprehension
Conviction
Transaction
RELATION
RESOLUTION
IMPLEMENTATION
Trang 20RESPONSIBLE NEGOTIATION & LEADERSHIP
Alain Lempereur,
Brandeis University & Harvard PON
lempereur@brandeis.edu
THANK YOU!