Negotiation Steve Young podcast

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Negotiation Steve Young podcast

  1. 1. Negotiation Podcast  by Steve Young http://ecorner.stanford.edu/authorMaterialInfo.html?mid=1739   Summary by Jeff McNeill [email_address] http://jeffmcneill.com 2008, 2009
  2. 2. Contents <ul><ul><li>Overview </li></ul></ul><ul><ul><li>Excuses </li></ul></ul><ul><ul><li>Soft Skills </li></ul></ul><ul><ul><li>Understanding Weakness </li></ul></ul><ul><ul><li>How to Deal with Others </li></ul></ul><ul><ul><li>Perspective </li></ul></ul><ul><ul><li>Goals, Perception </li></ul></ul><ul><ul><li>Getting to Yes </li></ul></ul><ul><ul><li>Summary </li></ul></ul><ul><ul><li>Reorganized </li></ul></ul>
  3. 3. Overview <ul><ul><li>Negotiation is the great, everyday skill </li></ul></ul><ul><ul><ul><li>Classic negotiation for contracts </li></ul></ul></ul><ul><ul><ul><li>Subtle negotiation among teammates </li></ul></ul></ul><ul><ul><li>Some negotiation tactics </li></ul></ul><ul><ul><ul><li>Endurance/stamina, wear people down </li></ul></ul></ul><ul><ul><ul><li>Overprepare, data-driven, facts, logic </li></ul></ul></ul><ul><ul><li>Motivation </li></ul></ul><ul><ul><ul><li>Find out what people need for energy </li></ul></ul></ul><ul><ul><li>Human nature </li></ul></ul><ul><ul><ul><li>We try to do most with least effort </li></ul></ul></ul><ul><ul><ul><li>Inspire by through self-sacrifice </li></ul></ul></ul>
  4. 4.   Excuses <ul><ul><li>Human nature to want to explain </li></ul></ul><ul><ul><ul><li>People don’t respond to this </li></ul></ul></ul><ul><ul><ul><li>Never show sign of victimization </li></ul></ul></ul><ul><ul><ul><li>Don’t give excuses </li></ul></ul></ul><ul><ul><ul><li>People want accountability </li></ul></ul></ul><ul><ul><li>People want to hear “I messed up” </li></ul></ul><ul><ul><ul><li>But also, “I’m going to go fix it” </li></ul></ul></ul><ul><ul><li>Must take accountability for actions </li></ul></ul>
  5. 5.   Soft Skills <ul><ul><li>In leadership, soft skills are hard skills </li></ul></ul><ul><ul><ul><li>Based on love, respect, knowing people </li></ul></ul></ul><ul><ul><ul><li>Can't do anything without a great team </li></ul></ul></ul><ul><ul><li>Use soft skills to individually motivate </li></ul></ul><ul><ul><ul><li>Individually, some are demand resistant </li></ul></ul></ul><ul><ul><ul><li>Some need to have it be their idea </li></ul></ul></ul><ul><ul><li>Stepping in other persons’ shoes </li></ul></ul><ul><ul><ul><li>Knowing what they need at that time </li></ul></ul></ul><ul><ul><ul><li>Know, motivate, anticipate individually </li></ul></ul></ul>
  6. 6.   Understanding Weakness <ul><ul><li>Self-analysis of strengths/weaknesses </li></ul></ul><ul><ul><ul><li>What am I good at? What holes? </li></ul></ul></ul><ul><ul><ul><li>What gets me into trouble? </li></ul></ul></ul><ul><ul><ul><li>Some things can fix, others cannot </li></ul></ul></ul><ul><ul><ul><li>People control through others' weaknesses </li></ul></ul></ul><ul><ul><li>Study strengths and weaknesses </li></ul></ul><ul><ul><ul><li>Make changes, identify, hide &quot;tells&quot; </li></ul></ul></ul><ul><ul><li>Study opponents weaknesses </li></ul></ul><ul><ul><ul><li>Always allow people a way out </li></ul></ul></ul>
  7. 7.   How to Deal with Others <ul><ul><li>Understand people around you </li></ul></ul><ul><ul><ul><li>Get to yes by working with strengths </li></ul></ul></ul><ul><ul><ul><li>Play coaches’ game, will get to play </li></ul></ul></ul><ul><ul><li>Don’t engage if there is no win </li></ul></ul><ul><ul><ul><li>Keep to happy </li></ul></ul></ul><ul><ul><li>Look at where others’ are coming from </li></ul></ul><ul><ul><ul><li>What is their situation, need? </li></ul></ul></ul><ul><ul><ul><li>What can you give them? </li></ul></ul></ul><ul><ul><li>Appropriate attitude </li></ul></ul><ul><ul><ul><li>We are in this together, let’s figure out ways to be more productive together </li></ul></ul></ul>
  8. 8.   Perspective <ul><ul><li>I screwed it up, but am going fix it </li></ul></ul><ul><ul><li>Most of life is managing relationships </li></ul></ul><ul><ul><ul><li>Think “What is their experience?” </li></ul></ul></ul><ul><ul><ul><li>What is my hole? What to change? </li></ul></ul></ul><ul><ul><li>“ You’re not that big a deal” </li></ul></ul><ul><ul><ul><li>Hubris can be devastating </li></ul></ul></ul><ul><ul><ul><li>Don’t lose self in negotiation, winning </li></ul></ul></ul><ul><ul><li>Keep to gratitude </li></ul></ul><ul><ul><ul><li>Recognize the contributions of others </li></ul></ul></ul>
  9. 9.   Goals, Perception <ul><ul><li>Negative side to things we are good at </li></ul></ul><ul><ul><ul><li>Get rid of the things bad at </li></ul></ul></ul><ul><ul><ul><li>Get better at things mediocre </li></ul></ul></ul><ul><ul><ul><li>Continually improve things good at </li></ul></ul></ul><ul><ul><li>Main goal: See how good it can get </li></ul></ul><ul><ul><ul><li>Be the dumbest guy in the room </li></ul></ul></ul><ul><ul><li>Perception is 9/10ths of the law  </li></ul></ul><ul><ul><ul><li>Use how perceived to your advantage </li></ul></ul></ul><ul><ul><ul><ul><li>  </li></ul></ul></ul></ul>
  10. 10.   Getting to Yes <ul><ul><li>Everyone has unique, individual needs </li></ul></ul><ul><ul><ul><li>Get to comfort, so people share needs </li></ul></ul></ul><ul><ul><ul><li>Put air in process, time to discover </li></ul></ul></ul><ul><ul><li>Some people just won’t like you </li></ul></ul><ul><ul><li>Relationships help but take time </li></ul></ul><ul><ul><li>Can be a good ploy to just do nothing </li></ul></ul><ul><ul><li>Am I a people skill person? </li></ul></ul><ul><ul><ul><li>Learn by observation these skills </li></ul></ul></ul>
  11. 11.   Summary <ul><ul><li>Everyday skill, both classic and subtle </li></ul></ul><ul><ul><li>Tactics, endurance, preparation </li></ul></ul><ul><ul><li>Human nature </li></ul></ul><ul><ul><li>Soft skills, how to handle and motivate </li></ul></ul><ul><ul><li>Other people’s shoes </li></ul></ul><ul><ul><li>Strength and weakness analysis </li></ul></ul><ul><ul><li>Don’t engage if no win </li></ul></ul><ul><ul><li>Be accountable </li></ul></ul><ul><ul><li>Perspective </li></ul></ul><ul><ul><li>Perception </li></ul></ul><ul><ul><li>Unique, individual needs </li></ul></ul>
  12. 12.   Reorganized Summary <ul><ul><li>Negotiation everywhere </li></ul></ul><ul><ul><ul><li>Classic, subtle, everyday </li></ul></ul></ul><ul><ul><li>Tactics </li></ul></ul><ul><ul><ul><li>Take accountability </li></ul></ul></ul><ul><ul><ul><li>Endurance </li></ul></ul></ul><ul><ul><ul><li>Preparation </li></ul></ul></ul><ul><ul><ul><li>Others' unique needs </li></ul></ul></ul><ul><ul><ul><li>Others' strengths  </li></ul></ul></ul><ul><ul><ul><li>Others' weaknesses  </li></ul></ul></ul><ul><ul><ul><li>Don’t engage if no win </li></ul></ul></ul><ul><ul><ul><li>Understand perceptions </li></ul></ul></ul><ul><ul><li>Strengths/weaknesses </li></ul></ul><ul><ul><ul><li>How good can you be? </li></ul></ul></ul><ul><ul><ul><li>Do an analysis of self </li></ul></ul></ul><ul><ul><ul><li>Know weaknesses </li></ul></ul></ul><ul><ul><ul><li>Adapt, improve </li></ul></ul></ul><ul><ul><ul><li>Strengths can blind </li></ul></ul></ul><ul><ul><ul><li>Keep perspective </li></ul></ul></ul><ul><ul><li>Be in others’ shoes </li></ul></ul><ul><ul><ul><li>Understand/know others </li></ul></ul></ul><ul><ul><ul><li>What motivates them </li></ul></ul></ul><ul><ul><ul><li>Their unique needs, strengths, weaknesses </li></ul></ul></ul>

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