©2014 International Institute for Learning, Inc., All rights reserved. 1Intelligence, Integrity and Innovation©2014 Intern...
©2014 International Institute for Learning, Inc., All rights reserved. 2Intelligence, Integrity and Innovation
Global IIL ...
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When Will W...
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From One Si...
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1 2 3
Build...
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2. Consciou...
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Sender rece...
©2014 International Institute for Learning, Inc., All rights reserved. 8Intelligence, Integrity and Innovation
Enough mone...
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From One Si...
©2014 International Institute for Learning, Inc., All rights reserved. 10Intelligence, Integrity and Innovation
Be Aware o...
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Two way tr...
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Empathy – ...
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Our value ...
©2014 International Institute for Learning, Inc., All rights reserved. 14Intelligence, Integrity and Innovation
A state of...
©2014 International Institute for Learning, Inc., All rights reserved. 15Intelligence, Integrity and Innovation
When Our S...
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Stage 1
We...
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Understand...
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 Future c...
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From One S...
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effective
...
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Great Conv...
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Solving co...
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Interrogat...
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Be focused...
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It takes l...
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To confron...
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WHAT DO YO...
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We invite ...
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The Scorpion and the Frog - Sink or Swim: Stakeholder Management to Keep You Afloat

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This presentation will reveal what truly motivates people and the real reasons why conflict happens, both in the workplace and our personal life. Behavior is driven by motivation; motivation is something that is hard-wired into every human being. So the questions remain: What motivates people and how do I recognize this in my stakeholders? How do I leverage this so that I can achieve maximum productivity from our time spent developing requirements?

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The Scorpion and the Frog - Sink or Swim: Stakeholder Management to Keep You Afloat

  1. 1. ©2014 International Institute for Learning, Inc., All rights reserved. 1Intelligence, Integrity and Innovation©2014 International Institute for Learning, Inc., All rights reserved. Thank you for joining us today. This webinar is brought to you by IIL a global leader in: Project, Program and Portfolio Management Microsoft® Project and Project Server Lean Six Sigma | Business Analysis PRINCE2® | ITIL® Leadership and Interpersonal Skills The Scorpion and the Frog Sink Or Swim – Stakeholder Management To Keep You Afloat
  2. 2. ©2014 International Institute for Learning, Inc., All rights reserved. 2Intelligence, Integrity and Innovation Global IIL Companies IIL US IIL Asia (Singapore) IIL Australia IIL Brasil IIL Canada IIL China IIL Europe (United Kingdom) IIL Finland IIL France IIL Germany IIL Hong Kong IIL Hungary IIL India IIL Japan IIL Korea (Seoul) IIL México IIL Middle East (Dubai) IIL Spain
  3. 3. ©2014 International Institute for Learning, Inc., All rights reserved. 3Intelligence, Integrity and Innovation When Will We Ever Learn? The Scorpion and the Frog A scorpion and a frog meet on the bank of a stream and the scorpion asks the frog to carry him across on its back. The frog asks, "How do I know you won't sting me?" The scorpion says, "Because if I do, I will die too.” The frog is satisfied, and they set out, but in midstream, the scorpion stings the frog. The frog feels the onset of paralysis and starts to sink, knowing they both will drown, but has just enough time to gasp "Why?" Replies the scorpion: "Its my nature..."
  4. 4. ©2014 International Institute for Learning, Inc., All rights reserved. 4Intelligence, Integrity and Innovation From One Side to the Other 1 2 3 Build a Boat Once Bitten, Twice Shy All Hands on Deck
  5. 5. ©2014 International Institute for Learning, Inc., All rights reserved. 5Intelligence, Integrity and Innovation 1 2 3 Build a Boat Once Bitten, Twice Shy All Hands on Deck
  6. 6. ©2014 International Institute for Learning, Inc., All rights reserved. 6Intelligence, Integrity and Innovation 2. Conscious Competent 3. Conscious Competent 4. Unconscious Competent 1. Unconscious Incompetent Teaching Old Frogs New Tricks I don’t know what I don’t know I know what I need to change I need to practice the skills I’ve learnt I have new habits to deliver results
  7. 7. ©2014 International Institute for Learning, Inc., All rights reserved. 7Intelligence, Integrity and Innovation Sender receiver understand themselves and each other and produce results Sender and receiver understand each other and produce results Sender and receiver of communication understand each other “It’s what I do”
  8. 8. ©2014 International Institute for Learning, Inc., All rights reserved. 8Intelligence, Integrity and Innovation Enough money Good benefits Job satisfaction Enjoyment of work Advancement opportunities Good life balance Good relationships Making a contribution Financial health Employee development, retention, and turnover Customer satisfaction High performance or productivity Making a contribution Being the industry or market leader What the Frog Wants…What the Scorpion Wants…
  9. 9. ©2014 International Institute for Learning, Inc., All rights reserved. 9Intelligence, Integrity and Innovation From One Side to the Other 1 2 3 Build a Boat Once Bitten, Twice Shy All Hands on Deck
  10. 10. ©2014 International Institute for Learning, Inc., All rights reserved. 10Intelligence, Integrity and Innovation Be Aware of the Undercurrent • Unwillingness to be vulnerable with one another Absence of Trust • Inability to address the real issues, • Lack of passionate debate Fear of Conflict • Without conflict commitment to action will never manifest itself to positive results Lack of Commitment • No clear plan of action to question the shortcomings of our team members Avoidance Of Accountability • Putting our needs ahead of collective needs of others Inattention To Results
  11. 11. ©2014 International Institute for Learning, Inc., All rights reserved. 11Intelligence, Integrity and Innovation Two way traffic… Me You Empathy Trust Filters Memory Style What is said How it is said
  12. 12. ©2014 International Institute for Learning, Inc., All rights reserved. 12Intelligence, Integrity and Innovation Empathy – the key to trust attention A with W appreciation A reflection R emotion E
  13. 13. ©2014 International Institute for Learning, Inc., All rights reserved. 13Intelligence, Integrity and Innovation Our value system is an affirmation of self worth When our self worth is compromised we engage in conflict either with ourselves or with others Our behaviour is an expression of our desire to be accepted and connected Behaviour is a choice Values & Behaviour
  14. 14. ©2014 International Institute for Learning, Inc., All rights reserved. 14Intelligence, Integrity and Innovation A state of internal tension that results from an inconsistency between any knowledge , belief, opinion, attitude or feeling about the environment, oneself of one’s behavior. It is psychologically uncomfortable. Cognitive- being reduced to factual knowledge; act or process of knowing including both awareness and judgment. Dissonance- lack of agreement, inconsistency between one’s actions and one’s belief You’re not mad – your “cognitively dissonant!”
  15. 15. ©2014 International Institute for Learning, Inc., All rights reserved. 15Intelligence, Integrity and Innovation When Our Strengths Become Our Weakness Strength If Overdone Trusting Gullible Loyal Blind Helpful Smothering Modest Self-effacing Devoted Subservient Caring Submissive Supporting Self-sacrificing Strength If Overdone Self-Confident Arrogant Ambitious Ruthless Persuasive Abrasive Forceful Dictatorial Quick to act Rash Competitive Combative Risk taker Gambler Strength If Overdone Cautious Suspicious Reserved Cold Methodological Rigid Analytical Nit Picking Principled Unbending Fair Unfeeling Preserving Stubborn Strength If Overdone Flexible Wishy washy Open to change Inconsistent Socializer Unable to stand alone Experimenter Aimless Adaptable Spineless Tolerant Uncaring Looks for options Lack of focus Altruistic - Nurturing Assertive - Directing Analytic - Autotomizing Flexible- Cohering
  16. 16. ©2014 International Institute for Learning, Inc., All rights reserved. 16Intelligence, Integrity and Innovation Stage 1 We work together to solve a problem Stage 2 I work on the problem Stage 3 It’s all about me 1 2 3 There Is A Conflict With You And Me
  17. 17. ©2014 International Institute for Learning, Inc., All rights reserved. 17Intelligence, Integrity and Innovation Understand Me, Understand You
  18. 18. ©2014 International Institute for Learning, Inc., All rights reserved. 18Intelligence, Integrity and Innovation  Future conversations are more difficult  Costs increase  Problems manifest  Risks increase WITHOUT Awareness…
  19. 19. ©2014 International Institute for Learning, Inc., All rights reserved. 19Intelligence, Integrity and Innovation From One Side to the Other 1 2 3 Build a Boat Once Bitten, Twice Shy All Hands on Deck
  20. 20. ©2014 International Institute for Learning, Inc., All rights reserved. 20Intelligence, Integrity and Innovation effective questioning active listening dialoguing watch for non-verbal queues setting ground rules facilitating The Boat to Get Us There
  21. 21. ©2014 International Institute for Learning, Inc., All rights reserved. 21Intelligence, Integrity and Innovation Great Conversation Requires Great Effort inquiry & reflection listening & observing exception or rule? suspension of judgement
  22. 22. ©2014 International Institute for Learning, Inc., All rights reserved. 22Intelligence, Integrity and Innovation Solving consistent, persistent problems by having one effective conversation at a time. Fierce is not brutal. Fierce is robust, intense, strong, powerful, passionate, eager, unbridled, & authentic. You must read this…often
  23. 23. ©2014 International Institute for Learning, Inc., All rights reserved. 23Intelligence, Integrity and Innovation Interrogate Reality Provoke Learning Tackle Tough Challenges Enrich Relationships The Short Version of the Book…
  24. 24. ©2014 International Institute for Learning, Inc., All rights reserved. 24Intelligence, Integrity and Innovation Be focused on the speaker Restate and clarify, do not solve the problem Ask questions to encourage elaboration Seek to understand the feelings and motivation behind the feelings Use body language to convey awareness and empathy There is NO NEED TO RUSH, take your time Pause, really pause, and reflect, really reflect BE SINCERE Listen with Intent
  25. 25. ©2014 International Institute for Learning, Inc., All rights reserved. 25Intelligence, Integrity and Innovation It takes longer to resolve a conflict when the truth or reality is NOT on the table Are you avoiding the truth? Why don’t you say what you are really thinking? What are you really avoiding? When you ask a probing question – resist the urge to defend yourself and your strongly held opinion Avoid laying blame Row Row Row Your Boat…
  26. 26. ©2014 International Institute for Learning, Inc., All rights reserved. 26Intelligence, Integrity and Innovation To confront conflict implies that we are searching for the truth – for reality, and often the reality is that YOU are not comfortable or prepared for addressing that reality You must ask yourself “how have I helped to create the situation?” Does your values affect your behavior? Consider this as an opening question; “What is the most important thing that we should be talking about?” Fierce conversations cannot depend on how others respond Search For Your Truth
  27. 27. ©2014 International Institute for Learning, Inc., All rights reserved. 27Intelligence, Integrity and Innovation WHAT DO YOU REALLY WANT?
  28. 28. ©2014 International Institute for Learning, Inc., All rights reserved. 28Intelligence, Integrity and Innovation We invite you to get a closer look at what IIL can do for you and your organization, by visiting www.iil.com or email learning@iil.com and let us know how we can meet your learning needs. Please connect with IIL Socially: Like us on: facebook.com/IIL.inc Follow us: twitter.com/IILGLOBAL Join our Discussions on LinkedIn At IIL, Our Greatest Accomplishments are Yours
  29. 29. ©2014 International Institute for Learning, Inc., All rights reserved. 29Intelligence, Integrity and Innovation©2014 International Institute for Learning, Inc., All rights reserved. The Scorpion & the Frog Sink Or Swim – Stakeholder Management To Keep You Afloat Glenn R. Brûlé, CBAP, CSM | Managing Director International Institute for Learning | Australia & New Zealand glenn.brule@iil.com http://www.linkedin.com/in/toglennsnetwork @grbrule Thank YOU!

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