Negotiation Podcast by Steve Young http://ecorner.stanford.edu/authorMaterialInfo.html?mid=1739 Summary by Jeff McNeill [email_address] http://jeffmcneill.com 2008, 2009

Contents Overview Excuses Soft Skills Understanding Weakness How to Deal with Others Perspective Goals, Perception Getting to Yes Summary Reorganized

Overview

Excuses

Soft Skills

Understanding Weakness

How to Deal with Others

Perspective

Goals, Perception

Getting to Yes

Summary

Reorganized

Overview Negotiation is the great, everyday skill Classic negotiation for contracts Subtle negotiation among teammates Some negotiation tactics Endurance/stamina, wear people down Overprepare, data-driven, facts, logic Motivation Find out what people need for energy Human nature We try to do most with least effort Inspire by through self-sacrifice

Negotiation is the great, everyday skill

Classic negotiation for contracts

Subtle negotiation among teammates

Some negotiation tactics

Endurance/stamina, wear people down

Overprepare, data-driven, facts, logic

Motivation

Find out what people need for energy

Human nature

We try to do most with least effort

Inspire by through self-sacrifice

Excuses Human nature to want to explain People don’t respond to this Never show sign of victimization Don’t give excuses People want accountability People want to hear “I messed up” But also, “I’m going to go fix it” Must take accountability for actions

Human nature to want to explain

People don’t respond to this

Never show sign of victimization

Don’t give excuses

People want accountability

People want to hear “I messed up”

But also, “I’m going to go fix it”

Must take accountability for actions

Soft Skills In leadership, soft skills are hard skills Based on love, respect, knowing people Can't do anything without a great team Use soft skills to individually motivate Individually, some are demand resistant Some need to have it be their idea Stepping in other persons’ shoes Knowing what they need at that time Know, motivate, anticipate individually

In leadership, soft skills are hard skills

Based on love, respect, knowing people

Can't do anything without a great team

Use soft skills to individually motivate

Individually, some are demand resistant

Some need to have it be their idea

Stepping in other persons’ shoes

Knowing what they need at that time

Know, motivate, anticipate individually

Understanding Weakness Self-analysis of strengths/weaknesses What am I good at? What holes? What gets me into trouble? Some things can fix, others cannot People control through others' weaknesses Study strengths and weaknesses Make changes, identify, hide "tells" Study opponents weaknesses Always allow people a way out

Self-analysis of strengths/weaknesses

What am I good at? What holes?

What gets me into trouble?

Some things can fix, others cannot

People control through others' weaknesses

Study strengths and weaknesses

Make changes, identify, hide "tells"

Study opponents weaknesses

Always allow people a way out

How to Deal with Others Understand people around you Get to yes by working with strengths Play coaches’ game, will get to play Don’t engage if there is no win Keep to happy Look at where others’ are coming from What is their situation, need? What can you give them? Appropriate attitude We are in this together, let’s figure out ways to be more productive together

Understand people around you

Get to yes by working with strengths

Play coaches’ game, will get to play

Don’t engage if there is no win

Keep to happy

Look at where others’ are coming from

What is their situation, need?

What can you give them?

Appropriate attitude

We are in this together, let’s figure out ways to be more productive together

Perspective I screwed it up, but am going fix it Most of life is managing relationships Think “What is their experience?” What is my hole? What to change? “ You’re not that big a deal” Hubris can be devastating Don’t lose self in negotiation, winning Keep to gratitude Recognize the contributions of others

I screwed it up, but am going fix it

Most of life is managing relationships

Think “What is their experience?”

What is my hole? What to change?

“ You’re not that big a deal”

Hubris can be devastating

Don’t lose self in negotiation, winning

Keep to gratitude

Recognize the contributions of others

Goals, Perception Negative side to things we are good at Get rid of the things bad at Get better at things mediocre Continually improve things good at Main goal: See how good it can get Be the dumbest guy in the room Perception is 9/10ths of the law Use how perceived to your advantage

Negative side to things we are good at

Get rid of the things bad at

Get better at things mediocre

Continually improve things good at

Main goal: See how good it can get

Be the dumbest guy in the room

Perception is 9/10ths of the law

Use how perceived to your advantage

Getting to Yes Everyone has unique, individual needs Get to comfort, so people share needs Put air in process, time to discover Some people just won’t like you Relationships help but take time Can be a good ploy to just do nothing Am I a people skill person? Learn by observation these skills

Everyone has unique, individual needs

Get to comfort, so people share needs

Put air in process, time to discover

Some people just won’t like you

Relationships help but take time

Can be a good ploy to just do nothing

Am I a people skill person?

Learn by observation these skills

Summary Everyday skill, both classic and subtle Tactics, endurance, preparation Human nature Soft skills, how to handle and motivate Other people’s shoes Strength and weakness analysis Don’t engage if no win Be accountable Perspective Perception Unique, individual needs

Everyday skill, both classic and subtle

Tactics, endurance, preparation

Human nature

Soft skills, how to handle and motivate

Other people’s shoes

Strength and weakness analysis

Don’t engage if no win

Be accountable

Perspective

Perception

Unique, individual needs

Reorganized Summary Negotiation everywhere Classic, subtle, everyday Tactics Take accountability Endurance Preparation Others' unique needs Others' strengths Others' weaknesses Don’t engage if no win Understand perceptions Strengths/weaknesses How good can you be? Do an analysis of self Know weaknesses Adapt, improve Strengths can blind Keep perspective Be in others’ shoes Understand/know others What motivates them Their unique needs, strengths, weaknesses

Negotiation everywhere

Classic, subtle, everyday

Tactics

Take accountability

Endurance

Preparation

Others' unique needs

Others' strengths

Others' weaknesses

Don’t engage if no win

Understand perceptions

Strengths/weaknesses

How good can you be?

Do an analysis of self

Know weaknesses

Adapt, improve

Strengths can blind

Keep perspective

Be in others’ shoes

Understand/know others

What motivates them

Their unique needs, strengths, weaknesses