130912 SPMI Panel preso - Negotiation
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130912 SPMI Panel preso - Negotiation

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This was a panel opener preso I did for the SPMI - SIngapore Project Management Institute. Organized as Paul's Top 10 Tipservations (tips/observations).

This was a panel opener preso I did for the SPMI - SIngapore Project Management Institute. Organized as Paul's Top 10 Tipservations (tips/observations).

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  • 1. Presentation Notes Title of presentation Paul’s Top 10 Tipservations Speaker Paul Southern, Pasoco Pte Ltd Content manager Paul Southern, Pasoco Pte Ltd Presentation date/time Thursday 12 September 2013, evening Length of presentation 10 mins (excluding Q&A) Name of Event Negotiation for Project Leaders: Knowing when to hold 'em, fold 'em, walk away and run Location of Event SMU | 60 Stamford Road | School of Accountancy | Level 2 | Seminar Room 2.2 Audience Public, non NDA. SPMI chapter members. Press Announcement http://www.pmi.org.sg/index.php?option=com_content&view=article&id=207:20130912- panel-discussion-negotiation-for-project-leaders-knowing-when-to-hold-em-fold-em-walk- away-and-run&catid=78:current Host Rashid Mohiuddin, PMI Singapore chapter The information contained in this document represents the current view of Pasoco Pte Ltd on the issues discussed as of the date of publication. This document is for informational purposes only. PASOCO MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS DOCUMENT. Because of the rapidly changing content delivery industry, Pasoco cannot guarantee the accuracy of any information presented after the date of publication. Complying with all applicable copyright laws is the responsibility of the user. Without limiting the rights under copyright, no part of this document may be reproduced, stored in or introduced into a retrieval system, or transmitted in any form or by any means (electronic, mechanical, photocopying, recording, or otherwise), or for any purpose, without the express written permission of Pasoco Pte Ltd. Pasoco may have patents, patent applications, trademarks, copyrights, or other intellectual property rights covering subject matter in this document. Except as expressly provided in any written agreement from Pasoco , the furnishing of this document does not give you any license to these patents, trademarks, copyrights, or other intellectual property.©2012 Pasoco Ltd. All rights reserved. Pasoco is a trademark of Pasoco Pte Ltd in Singapore and/or other countries. The names of actual companies and products mentioned herein may be the trademarks of their respective owners. ©2013 Pasoco Pte Ltd. Learn more about Pasoco at www.pasoco.biz
  • 2. Paul Southern • Negotiation in business –25 years in ICT Customer-facing –6 continents, 6 million miles –Mature & emerging, big & small, new & old, internal & external –Bizdev, sales, delivery, close/exit • Negotiation everywhere, eg: fiancé, family, teachers, the taxi driver, etc…
  • 3. Tipservations
  • 4. Tip #1
  • 5. Know when to hold ‘em, fold em, etc… • KNOW. Not guess, decide, blunder. • Before you’re at the table. • Decisions in the heat of the moment are rarely great decisions. • It’s (usually) ok to revert. • Have a playbook, rehearse whatif’s.
  • 6. Tip #2
  • 7. Know who their King is • Who’s making the final, final, final, final decision. • Their King may simply want to meet your King. • May be their internal thing but try to get some credit. • The King is a person too.
  • 8. Tip #3
  • 9. Know your strengths • Every person/company has strengths. • Not all others recognize that strength… find someone who does. • Being small can be a strength.
  • 10. Tip #4
  • 11. Know your Goto’s • Don’t expect Goto’s to know, understand or care (hopefully they do). • Expect to be selling. • Meet the Goto’s on their terms.
  • 12. Tip #5
  • 13. Don’t be afraid to call for help • Especially in unclear empowerments. • There is no excuse for not communicating, not asking for help. • Be proactive.
  • 14. Tip #6
  • 15. White knights may not be the solution • Motivated or mercenary? • Are they truly empowered or is there an ugly turf war in the exec office? • Do they have to live with it afterwards?
  • 16. Tip #7
  • 17. Beware the twilight zone • The last 72 hours are the wierdest, most dangerous. • White Knights often appear. • Quarters may be ending, emotions are high  corners cut, cave-ins, etc…
  • 18. Tip #8
  • 19. Winning may be costly / destructive • How you won may have greater impact afterwards than winning. • We work with people.
  • 20. Tip #9
  • 21. Even bad outcomes have some good • Search for the good bit. • You may need to spin it a bit. • Experience is valuable – it’s better to try and fail than to not try at all.
  • 22. Tip #10
  • 23. Win-wins are either elusive or spun • Decide the win-criteria before you play. • Win-wins require different criteria. • A win-win is the eye of the beholder.
  • 24. Tip #11
  • 25. We negotiate with people • People of value, with lives, family, other interests. • People chosen to do this job. • Sometimes we can change the counter-party.
  • 26. Tip #12
  • 27. Friends can help, a lot • Know who your friends are. • Search for common or adjacent interests.
  • 28. Tip #13
  • 29. Trust matters, a lot • We work better with people we like. • We work better with people we trust. • Trust is earned (over a long time). • Trust can be destroyed in an instant. • Your reputation matters, a lot and for a long time.
  • 30. 13 Tipservations Before, preparation During, when stakes are high How you play, character
  • 31. Thank you Paul Southern paul@pasoco.biz