psychology of stakeholder management sept 2016 - v2

Psychology of Stakeholder Management

PMI – Chennai Chapter – KSS – 10 Sep 2016

http:/tinyurl.com/h838owf

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WON TOP HONORSPMI National Conference – Sept 2014

Managing GEN-Y Talent

Psychology for Project

Management

Creative Thinking

National Conference Publication

Psychology for strong

Business IT alignment

Spoke at many events

Why Psychology?

Conclusion

01

02

03

Chal

leng

es

Identify powerful stakeholders early

Influence without authority

Effective Negotiation

Agenda

Why Psychology

Human Factors are key to Project Success

Jonathan Haidt - Psychologist

Psychology can help PMs understand the human factors, analyze their interactions & manage them efficiently

How to identify powerful stakeholders early ?

How to Influence without authority ?

How to Negotiate effectively ?

How to avoid pitfalls in understanding the needs of the stakeholders ?

How do we plan to get stakeholder buy-in?

How to create a collaborative environment ?

How to effectively communicate ?

How to manage resistance ?

How to build relationships ?

Stakeholder Management Challenges

How to Identify Powerful Stakeholders Early?

Understand Sources of Power

Understand Sources of Power

•Legitimate•Reward•Coercion

Structural Basis of Power

•Expertise•Information•Charisma

Personal Basis of Power• Priming• Belief

Cognitive Basis of Power

How to Influence Without Authority?

Dr. Robert Cialdini

Six Principles of Persuasion

How to Influence Without Authority?- Reciprocity

A $0.05 flower bring in

thousands in revenue

People tend to return a

favor

How to Influence Without Authority?- Authority

Joshua Bell and the Subway Experiment

Need to establish

credentials to Influence

How to Influence Without Authority?- Social Proof

To influence use the horizontal peer power

Asch Conformity ExperimentO Power – 2:00 – 3:30

How Negotiate Effectively ?

Roger Fisher William Ury

How Negotiate Effectively ? …

Separate people from the problem

Focus on Interests not

Positions

Invent the options for mutual gain

Insist on using objective criteria

Focus on Interests not Positions

Position –What is Required?

Interests –Why is it Required?

“Let us never negotiate out of fearBut let us never fear to negotiate “

Conclusion

Need for Psychology

Sources of PowerInfluence

NegotiationRecommendations

Stakeholder Management

Psychology

Further Reading

Thank You

Ramanand Garimella

Global Competency Head - Program Management

g_ramanand@yahoo.com

TCS

References

1. https://www.infoq.com/articles/standish-chaos-2015

2. Scott DeRue, “Influencing People: Building Your Base of Informal Power”, Coursera, Unit1

3. Emily Lawson and Colin Price, “The psychology of change management”, McKinsey Quarterly - June 2003

4. Dr. Robert B. Cialdini, “Influence: The Psychology of Persuasion” , Publisher - Harper Collins

5. Dariusz Dolinski et all, “Dialogue Involvement as a Social Influence Technique”, Personality and Social Psychology Bulletin, 2001

6. Sharon De Mascia, “Project Psychology”, Publisher – Gower, pp 73-86

7. Principled Negotiation - https://en.wikipedia.org/wiki/Principled_negotiation