In this episode, hosts Merv Jersak and Tim Jerome share valuable insights as they provide practical tips and techniques for building strong relationships, negotiating effectively, and leveraging cultural understanding. Discussions include active listening, the importance of win-win scenarios, and the power of reframing conflicts. By understanding audience culture and character traits, project managers can influence more effectively. Tune in to learn how to improve negotiation outcomes and develop enduring professional relationships.
Main Take-Aways
Tips, tools, and techniques for use in negotiations and situations requiring influence:
1) negotiate big items by starting with small items
2) have good communication and active listening skills
3) look for a win-win
4) use collaborative brainstorming
5) be empathetic
6) make negotiating fun and easy
7) use “I” statements rather than “you” statements
8) don’t focus just on cost items
9) learn to reframe the context
10) help them visualize a positive outcome
11) create an atmosphere of trust and credibility
12) learn to understand the other party; learn to understand their culture
13) don’t be afraid to point out drawbacks of your own position
14) document small scope changes to help in negotiating the large scope change requests
15) observe the other party over time to develop negotiating strategies
Show Notes
Today’s Project Managers Coffee Chat: Tips, Tools, and Techniques for Negotiation and Influence
00:27 Summarizing the week’s podcast episodes to date, which included the what, why, and how of implementing your negotiation and influence skills.
01:05 Tim begins with the first tip which is to start by negotiating some small collaborative decisions before entering the larger negotiation.
01:59 Merv refers to previous episodes in reminding you of the importance of good communication skills and active listening to give full attention to the party you are in discussion with.
02:23 Tim piggybacks on Merv’s reminder by recommending that you always look for the win-win to set up a good relationship.
03:03 Merv uses brainstorming with the negotiating party to set up for a win-win as the two parties collaborate on the solution.
03:39 Merv then adds the benefits of using empathy to better understand the other party’s needs.
04:24 Tim likes to make negotiations fun and easy so that everyone is less guarded and more willing to engage in the negotiation process.
05:58 Merv prefers to use “I” statements rather than “you” statements to avoid any perception of finger-pointing.
06:42 Tim learned a negotiating tactic from a former boss to consider aspects of the negotiation that are not cost-based, yet both parties recognize their value.
07:50 Merv describes a valuable technique when at an impasse in the negotiations. He reframes the initial context for a different perspective.
09:37 Merv then extends that technique into one of helping the other party visualize a positive outcome.
10:25 Merv strives to create an atmosphere of credibility and trust when to influence the other party in situations where he does not have direct authority. He likes to be completely authentic and transparent.
11:10 Tim adds to the need to be authentic, by recommending that you also learn to understand the other party.
12:59 Merv suggests that on occasion it is helpful if you point out drawbacks to your own position to show the other party that you are working with them to arrive at an agreeable solution.
13:39 Tim uses Merv’s tip to suggest that conflict management can follow a similar pattern. He adds that you can help arrive at the major solution by using small agreements along the way to establish a path forward to resolving the conflict.
15:21 Merv provides a valuable technique in handling scope creep within the project by acquiescing to his client’s requests for the small items but keeping track of them to use in negotiating a much larger scope item request.
18:02 Tim seeks to understand the culture of the other party and then leveraging that understanding to help influence ongoing negotiations and interactions.
19:17 Merv closes this episode by describing a technique that involves concentrated observation of the other party over time to develop strategies for future negotiations and influence.
