Young (2007) Negotiation On And Off The Field (Notes)


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Notes from the Steve Young audio podcast at the Stanford Technology Ventures program

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Young (2007) Negotiation On And Off The Field (Notes)

  1. 1. Steve Young (2007) – Negotiation <ul><li>Negotiation is the great skill, used everyday </li></ul><ul><ul><li>Classic negotiations for contracts </li></ul></ul><ul><ul><li>Subtle negotiation among teammates </li></ul></ul><ul><li>Some negotiation tactics </li></ul><ul><ul><li>Endurance/stamina, wear people down </li></ul></ul><ul><ul><li>Overpreparation, data-driven, facts and logic </li></ul></ul><ul><ul><ul><li>Moral high-ground of logic, cover all loopholes </li></ul></ul></ul><ul><li>Motivation </li></ul><ul><ul><li>Find out what people need to get energized </li></ul></ul><ul><li>Human nature </li></ul><ul><ul><li>We tend to do the most we can with least effort </li></ul></ul><ul><ul><li>How to get people inspired? Wear out with self-sacrifice </li></ul></ul>
  2. 2. Excuses <ul><li>It is natural to try and explain what goes wrong </li></ul><ul><li>It is human to want to try and explain </li></ul><ul><ul><li>However, people don’t respond to this </li></ul></ul><ul><ul><li>Never show sign of victimization </li></ul></ul><ul><ul><li>Don’t give excuses </li></ul></ul><ul><ul><li>People want accountability </li></ul></ul><ul><li>People want to hear “Look, I messed it up” </li></ul><ul><ul><li>But also, “I’m going to go fix it” </li></ul></ul><ul><li>Must take ultimate accountability for actions </li></ul><ul><ul><li>Otherwise will ultimately lose </li></ul></ul>
  3. 3. Soft Skills <ul><li>In quarterbacking, soft skills are the hard skills </li></ul><ul><ul><li>Soft skills based on love, respect, getting to know people </li></ul></ul><ul><ul><li>No way a great quarterback can do anything without a great team </li></ul></ul><ul><li>Use soft skills to individually motivate your people </li></ul><ul><ul><li>Individually, some are demand resistant </li></ul></ul><ul><ul><li>Some need to have it be their ideas </li></ul></ul><ul><li>Soft skill based on stepping in other persons’ shoes </li></ul><ul><ul><li>Knowing what they need at that time </li></ul></ul><ul><ul><li>Only way can do that is getting to know them individually </li></ul></ul><ul><ul><li>Can use that familiarity to motivate and anticipate </li></ul></ul>
  4. 4. Understanding Weakness <ul><li>Self-analysis, need to know strengths/weaknesses </li></ul><ul><ul><li>What am I good at? </li></ul></ul><ul><ul><li>Where are my holes? </li></ul></ul><ul><ul><li>What gets me into trouble? </li></ul></ul><ul><ul><li>Some things can work on, others are insoluble </li></ul></ul><ul><ul><li>People can control you through your weaknesses </li></ul></ul><ul><li>Study own strengths and weaknesses </li></ul><ul><ul><li>Make changes, identify and hide the tell </li></ul></ul><ul><li>Then study opponents weaknesses </li></ul><ul><ul><li>However, always allow people a safe place to land </li></ul></ul><ul><ul><li>Otherwise will be in the fight of your life </li></ul></ul>
  5. 5. How to Deal with Others <ul><li>Understand people around you </li></ul><ul><ul><li>Get to yes by working with their strengths </li></ul></ul><ul><ul><li>If you play the coaches’ game, add to it, will get to play </li></ul></ul><ul><li>Don’t engage if there is no win </li></ul><ul><ul><li>Keep to happy </li></ul></ul><ul><li>Look at where others’ are coming from </li></ul><ul><ul><li>What is their situation? </li></ul></ul><ul><ul><li>What do they need? </li></ul></ul><ul><ul><li>What can you give them? </li></ul></ul><ul><ul><li>How can you help? </li></ul></ul><ul><li>Appropriate attitude </li></ul><ul><ul><li>We are in this together, let’s figure out ways to work together to make our time together more productive </li></ul></ul>
  6. 6. Perspective <ul><li>“ Look I screwed it up, but I’m going to go fix it” </li></ul><ul><li>Most of life is managing relationships </li></ul><ul><ul><li>Think “What is their experience?” </li></ul></ul><ul><ul><li>What is my hole? What to change? </li></ul></ul><ul><li>“ You’re not that big a deal” </li></ul><ul><ul><li>Hubris is a very damaging, damning thing </li></ul></ul><ul><ul><li>Don’t let negotiation and winning lose yourself </li></ul></ul><ul><li>Keep to gratitude </li></ul><ul><ul><li>Recognize the contributions of others </li></ul></ul><ul><li>Don’t get caught in up in the goal </li></ul><ul><ul><li>Sometimes trying to accomplish over the heads of others </li></ul></ul>
  7. 7. Goals, Perception <ul><li>In the things that we are good there is a negative side, that needs to be chopped off </li></ul><ul><ul><li>Get rid of the things bad at </li></ul></ul><ul><ul><li>Get better at things mediocre at </li></ul></ul><ul><ul><li>Keep improving the things good at </li></ul></ul><ul><li>The main goal is to see how good it can get </li></ul><ul><ul><li>To succeed, be the dumbest guy in the room </li></ul></ul><ul><li>Perception is 9/10 ths of the law </li></ul><ul><ul><li>How am I perceived? Use it to your advantage </li></ul></ul>
  8. 8. Getting to Yes <ul><li>Everyone has unique, individual needs </li></ul><ul><ul><li>Get to comfort level so people will tell you what they are </li></ul></ul><ul><ul><li>Put air in the process </li></ul></ul><ul><li>There are some people who just won’t like you </li></ul><ul><li>Differentiators </li></ul><ul><ul><li>Relationships, which take time to build up </li></ul></ul><ul><li>Can be a good ploy </li></ul><ul><ul><li>Just to do nothing </li></ul></ul><ul><li>Make a judgement </li></ul><ul><ul><li>Am I a people skill person? </li></ul></ul><ul><ul><li>If not, then learn by observation these negotiation skills </li></ul></ul>
  9. 9. Summary <ul><li>Everyday skill, both classic and subtle </li></ul><ul><li>Negotiation tactics, endurance and preparation </li></ul><ul><li>Human nature </li></ul><ul><li>Soft skills in how to handle and motivate </li></ul><ul><li>Other people’s shoes </li></ul><ul><li>Strength and weakness analysis </li></ul><ul><li>Don’t engage if no win </li></ul><ul><li>Be accountable </li></ul><ul><li>Perspective </li></ul><ul><li>Perception </li></ul><ul><li>Unique, individual needs </li></ul>
  10. 10. Reorganized <ul><li>Negotiation everywhere </li></ul><ul><ul><li>Classic </li></ul></ul><ul><ul><li>Subtle, everyday </li></ul></ul><ul><li>Tactics </li></ul><ul><ul><li>Take accountability </li></ul></ul><ul><ul><li>Endurance </li></ul></ul><ul><ul><li>Preparation </li></ul></ul><ul><ul><li>Know unique needs of others </li></ul></ul><ul><ul><li>Know strengths and weaknesses of others </li></ul></ul><ul><ul><li>Don’t engage if no win </li></ul></ul><ul><ul><li>Understand perceptions </li></ul></ul><ul><li>Strengths / weaknesses </li></ul><ul><ul><li>Goal is how good can you be </li></ul></ul><ul><ul><li>Do an analysis of self </li></ul></ul><ul><ul><li>Know weaknesses </li></ul></ul><ul><ul><li>Adapt, improve </li></ul></ul><ul><ul><li>Strengths can blind </li></ul></ul><ul><ul><li>Keep perspective </li></ul></ul><ul><li>Need to be in others’ shoes </li></ul><ul><ul><li>Understand and know others </li></ul></ul><ul><ul><li>What motivates them </li></ul></ul><ul><ul><li>What are their unique needs </li></ul></ul><ul><ul><li>What are their strengths and weaknesses </li></ul></ul>