The document discusses techniques for effectively communicating the word "no", including listening to understand real needs, giving alternatives respectfully, and using risk and business value estimates to explain priorities. It encourages asserting opinions respectfully, discovering one's communication style, and boosting discussion with visualization. Diplomacy and empathy are advised to improve difficult conversations.

2. <me>
</me>

3. The art of saying NO

4. YES

5. NO

6. a bit of psychology
hear the needs
translate from business to common (tech- savvy )
language
‘no because no’ - the art of giving arguments 
tips and tricks
agenda

7. why should you see
this presentation?

8. Source:
http://geek-and-poke.com/
I love SAP
HR
Because it shows
you that there is
software even
worse than ours?
Just
because

9. don’t try to teach
„business” to do business

10. they are experts!
http://youtu.be/BKorP55Aqvg

11. why should you say
NO?

12. responsibility

13. a bit of psychology
a quick glance through ‘magic’ ways to improve
communication

14. no

15. no
why is it so
hard to say?

16. conformity

20. A

21. A A

22. A A A

23. A A A A

24. A A A A …A

25. A A A A …A
74%

26. no
why is it so
hard to say no?

27. assertiveness

28. assertiveness
way to express own opinion

29. assertive != aggressive

30. constructive criticism

31. constructive criticism

32. criticism vs.
constructive criticism

33. self-help books

34. self-help books
beware of charlatans

35. communication myths
bad/incorrect communication style?

36. own communication style
discover it!

37. hear the needs
how to listen to hear the real needs?

38. active listening vs.
business relations
which techniques helps and which irritates?

39. reflection
summarize
signal encouragement
eliminate distractions
probe
ask (open) questions
show appeciation
paraphrase
clarifications

40. reflection
summarize
signal encouragement
eliminate distractions
probe
ask (open) questions
show appeciation
paraphrase
clarifications

41. reflection
summarize
signal encouragement
eliminate distractions
probe
ask (open) questions
show appeciation
paraphrase
clarifications

42. reflection
summarize
signal encouragement
eliminate distractions
probe
ask (open) questions
show appeciation
paraphrase
clarifications

43. reflection
summarize
signal encouragement
eliminate distractions
probe
ask (open) questions
show appeciation
paraphrase
clarifications

44. reflection
summarize
signal encouragement
eliminate distractions
probe
ask (open) questions
show appeciation
paraphrase
clarifications

45. reflection
summarize
signal encouragement
eliminate distractions
probe
ask (open) questions
show appeciation
paraphrase
clarifications

46. reflection
summarize
signal encouragement
eliminate distractions
probe
ask (open) questions
show appeciation
paraphrase
clarifications

47. reflection
summarize
signal encouragement
eliminate distractions
probe
ask (open) questions
show appeciation
paraphrase
clarifications

48. reflection
summarize
signal encouragement
eliminate distractions
probe
ask (open) questions
show appeciation
paraphrase
clarifications

49. good advice!
do not interrupt the speaker 

50. communication
performance boost
visualization and mock-ups

51. visualization
• semi UML + schemas
• remember about legend 

52. visualization
• semi UML + schemas
• remember about legend 

53. visualization
• semi UML + schemas
• remember about legend 

54. story boarding

55. mock-up
• pen & paper!
• balsamiq

56. ask 

57. translate from business to common
(tech- savvy ) language

58. how to discourage client from
ordering adverse feature?

59. how about using Story Points?

60. high estimate as a way to
scare the customer

61. high estimate as a way to
scare the customer
common mistake

62. why estimates in Story
Points is not enough?

63. why huge estimates are not
scary?
the customer…
… doesn’t understand Story Points
… is used to big estimates...
… maps estimates to magic numbers in excel
… doesn’t know that this implementation is not
beneficial for HIM

64. why huge estimates are not
scary?
the customer…
… doesn’t understand Story Points
… is used to big estimates...
… maps estimates to magic numbers in excel
… doesn’t know that this implementation is not
beneficial for HIM

65. why huge estimates are not
scary?
the customer…
… doesn’t understand Story Points
… is used to big estimates...
… maps estimates to magic numbers in excel
… doesn’t know that this implementation is not
beneficial for HIM

66. why huge estimates are not
scary?
the customer…
… doesn’t understand Story Points
… is used to big estimates...
… maps estimates to magic numbers in excel
… doesn’t know that this implementation is not
beneficial for HIM

67. estimation methods
• Business Value – (simplifying) how profitable the
feature is?
• additional estimate of risk

68. estimation methods
• Business Value – (simplifying) how profitable the
feature is?
• additional estimate of risk

69. estimation methods
User Story A
Story Points 21

70. estimation methods
User Story A
Story Points 21
Risk XL
Business Value 100

71. estimation methods
User Story A User Story A’
Story Points 21 21
Risk XL M
Business Value 100 90

72. estimation methods
User Story B
Story Points 21
Risk XL
Business Value 10

73. no because no
the art of giving arguments

74. alternatives identification

75. how present alternatives?
• present estimates for all variants together
User Story A User Story A’
Story Points 21 21
Risk XL M
Business Value 100 90

76. how present alternatives?
• compare variants
User Story A User Story A’
Need 1
Need 2
Need 3

77. how present alternatives?
add recommendation with reference to previously
given facts 

78. tips and tricks
how improve communication

79. diplomacy
Source: http://newdiplomacy2010c.blogspot.com/

80. empathy
Source: http://microrrelatososhortstories.wordpress.com/2012/01/20/think-empathy-sympathy/

81. choice

82. summary
• don’t be afraid to express your opinion 
• discover own communication style
• don’t be afraid to ask
• boost communication by visualization 
• add risk and Business Value estimation
• present alternatives

83. thank you!
http://geek-and-poke.com/