the art of negotiating 2012-08-20.ppt - project...
TRANSCRIPT
The Art of Negotiating
Advanced
Janelle Abaoag
Project Insight
Marketing, Public Relations
www.projectinsight.net
Moderator
Things to Know…
All participants will be on mute
Questions are welcome
� Please use the questions box to ask
questions
� The moderator will select questions
� All questions will be answered today or
by email at [email protected]
Webinar recording available in the PI Community
Diane C. Altwies, MBA, PMP
CEO, Core Performance Concepts Inc.
Training in project management,
PMP® and CAPM® certification, leadership,
business analysis, agile and six sigma
www.coreperformanceconcepts.net
Presenter
PMP® and CAPM® are registered trademarks of the
Project Management Institute
Janice Y. Preston, MBA, CPA, PMP
COO, Core Performance Concepts Inc.
Training in project management,
PMP® and CAPM® certification, leadership,
business analysis, agile and six sigma
www.coreperformanceconcepts.net
Presenter
®
®
PMP® and CAPM® are registered trademarks of the
Project Management Institute
Deb Boelkes
CEO, Business World Rising
- A builder of high-performance organizations for
nearly three decades
- created and led thriving professional services
organizations and internet-based services
business units within global high tech giants
- co-author of the soon to be released book,
Unconventional Weapons for Infinite-Win Leaders
Presenter
®
®
Who Is on the Call?
Are you:
� A Project Manager without your PMP certification?
� A PMP in the role of a Project Manager?
� A program manager?
� Just looking for ways to use Project Insight more
effectively?
The Art of Negotiating
Poll
Who do you find you need most to influence?
� Boss
� Peers
� Subordinates
� Project sponsors
Definitions
POWER
� Indicates ability, strength and authority
INFLUENCE
� Means to sway or induce another to take action
We HAVE power We USE influence
Sources of Power
• Formal authority associated with job or role
• Delegated power from a person that you represent
• Information, skill or expertise
• Reputation for achievements and ability to get things done
• Relationships and mutual obligations
• Moral authority, based on the respect of others for the way
you act on your principles
• Personal power based on self-confidence and commitment to
an idea
Limitations of Power …
• Others must perceive your power as legitimate, sufficient
and appropriate to the situation
• The use of power seldom changes minds and hearts, so you can’t count on follow-up if you aren’t there to supervise
• The direct use of power doesn’t make space for others to share in the responsibility for the outcome
• The direct use of power doesn’t provide the opportunity for others to grow by having to make decisions and live with the consequences
The Value of Influence
Influence moves another person toward making a
choice that supports a goal you wish to achieve
Using influence sends a message of respect
Influence is the realistic choice when you don’t have
legitimate authority
Examples of When to Influence
Getting support for an idea
Assigning responsibilities in a team
Acquiring resources for a project
Getting assigned to interesting projects/work
What are your examples?
A Framework for Influencing
From Exercising Influence by B. Kim Barnes
Relationships
Behavior
Context
Results
Behaviors – to engage or persuade
Communicate action desired
Suggest
Express needs
Convince other to commit to action
Offer reasons
Refer to shared goals
or values
Give others a vested interest in
action
Offer incentives
Describe consequences
Create enthusiasm
Envision
Encourage
Behaviors – to guide to commitment
Get information or involvement, guide thinking
Ask open-ended
questions
Draw Out
Learn real limits or expand other’s
thinking
Check understanding
Test implications
Build trust or increase
openness
Identify with other
Disclose
Get other to take responsibility for
action
Clarify issues
Pose challenging questions
Application – Ask Yourself …
What results do you want to accomplish?
How would you describe your influence
relationship with this person?
What context issues might affect the outcome?
Which behaviors do you typically use with this
person? Which do you seldom use?
Q & A
The Art of Negotiations Workshop
Tuesday, November, 27, 2012
Brandman University, Irvine, CA
9:00 am to 3:30 pm
Earn 6 PDUs
How to enroll:
Register at http://www.businessworldrising.com/art-of-negotiating/
Business World RisingA leadership development services firm
Business World Rising
Business Women Rising
• Peer Mentoring Forums
• Leadership and
Management Education
• Performance Excellence
Coaching Programs
• Consulting and
Facilitation for
Gender, Generational
& Cultural Engagement
and Vitality Initiatives
Our Vision:To create a collaborative business world where:
• Leaders inspire• Gender equality exists and is
embraced within board rooms and executive suites
• Team members at all levels thrive and feel valued
Our Mission:• Help enterprises achieve superior
performance through greater innovation, collaboration & leadership excellence
• Help leaders drive inclusion to the highest ranks of the organization
Our Guiding Principles:• Inclusion• Innovation• Inspiration
Building stronger, more innovative
and inclusive leadership teams
Accelerating the development and
advancement of high potential women
Leadership VistasA new kind of leadership development program
• Build a trusted
network of peers
• Exchange powerful
management ideas
• Gain diverse
perspectives
• Discover innovative
business solutions
• Leadership
education &
peer-to-peer
mentoring
forums
• Confidential,
small-group
learning venue
• Executive coach
and instructor led
Management Track Professional Track
Learn more at http://www.businessworldrising.com/leadership-vistas/
The Project Schedule
Goals of the Fundamentals Series
Deepen your understanding of fundamental project
management concepts
Identify tools and techniques that can be implemented to
manage projects more effectively
Discover practical applications for your existing projects
Use project management software more effectively
Books for Credentials
� Achieve PMP® Exam Success
� Achieve CAPM® Success
� Program Management Professional (PgMP ®) Study
Guide
To order: www.jrosspub.com
Online Courses for PDUs
Effective Project Management
is now available online!
You are invited to learn and earn 24 PDUs with 8
online sessions at your own schedule and pace.
� Brush up on your knowledge of the fundamentals
� Find tips and techniques to help you gain control of
projects
� Learn about more complex topics in project
management
� Discover concepts, tools and ways to better
manage projects
http://www.coreperformanceconcepts.com/tools.html
Goals of the Advanced Series
Expand your knowledge of more complex tools and
techniques
Build leadership skills to manage people more effectively
Identify practical ways to begin using advanced
techniques
Explore other methodologies or techniques that enhance
project management competency
Register Ahead of Time
Go to www.projectinsight.net
2 ways to register:
Free Project Management Training
Training & Webinar Calendar
Earn PDUs
You will automatically receive your PDUs via email after the webinar
For further questions: [email protected]
Earn 1 PDU for each webinar session attended
To register your PDUs go to www.pmi.org
Login as a member of PMI
Select Category B – Continuing Education
Knowledge Areas: Integration, Scope, Time, Quality
Process Groups: Planning, Executing, Monitoring and Controlling
Enter the information provided on your proof of attendance
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