influence and negotiation - cphr bc · why is negotiation power important? sherman 2018 if you...

Influence and Negotiation – CPHR 2018 Lane Sherman

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You will be working in pairs during this session.

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Influence and Negotiation: Getting Results Without Authority

How to get people to do what I want

Sherman 2018 Create Amazing


How to get people to do what I want

Influence and Negotiation: Getting Results Without Authority Session Focus

² Win/Win Negotiation – A.K.A. Collaboration ² Negotiation Power ² How To Become More Influential ² So What/Now What?


What is Negotiation?

Sherman 2018

You

Other(s)

The Process

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Session Focus


You

The Process


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It Starts With You

Sherman 2018

You

What do you want/need?

Negotiation is about outcomes. If you are not working toward outcomes, you are just talking

Preparation

Find your “What” - What are you negotiating for?

² Buy In/Acceptance of an idea?

² Action/Commitment?

² Engagement/Input?

² Closure/Decision?

² Budget?

² ??


Reframe Your Wants/Needs In 2 Steps 1) Shift from positions to interests

Your position = Your best solution to the problem as you see it - “I think we should…”, “We need to..”

Your interests = Concerns, Hopes, Expectations, Assumptions, Perceptions - Beliefs, Feelings, Values

C.H.E.A.P - B.F.V.s

2) State your interests in a positive frame

Preparation


What do you want/need? What’s your story?

How do you start/what’s the script?

Do they care about what I want?

How will this impact the relationship?

What might they

want/need? What is the risk?

What is at stake?

You

Your Story - The Drama Triangle (Gary Harper)

The Problem

Hero

Villain

Victim

Innocent, PowerlessThreatened, Waiting for a hero, Blaming, Triangulator, Passive

Noble, Courageous, Righteous, Defender, Self-righteous, Egocentric, AggressiveSelfish,

Controlling, Aggressive, Manipulative,You - as hero, You – when triggered

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Letting Go Of The Drama Triangle

The Problem

Hero

Villain

Victim

Let go of being right

Let go of blame

Let go of control

If it’s never our fault, we can’t take responsibility for it. If we can’t take responsibility for it, we will be it’s victim – Richard Bach

The size of the villain determines the size of the hero. Without Goliath, David is just some punk, throwing rocks – Billy Crystal

Being a hero is one of the shortest-lived professions there is – Billy Wilder


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Preparing To Negotiate


•  Thinking about your interests

•  Cleaning up your story

•  Understanding your negotiating power

•  Developing an effective process (proposed)

Why Is Negotiation Power Important?

Sherman 2018

If you don’t know your negotiating power, you are probably giving it away

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Authority = the ability to make a unilateral decision

Authority and negotiation power are two different things u You have negotiation power even without

having any authority u You have been in the organization for a long time u Your input/involvement/support is needed u You know stuff they don’t know

Authority and Negotiation Power

Sherman 2018

Sources of Power (Bertram/French + others)

² Positional Authority (Legitimate)

² Referent Power

² Relational Influence

² Subject Matter Expertise (SME) and/or Knowledge, Skills, and Abilities (KSAs) (Expert/Informational)

² Process Power

² Budget Authority Sherman 2018

Coerce/Reward

Power in Action – Another View

² Power is Assumed (charisma/confidence)

² Power is Assigned (by a superior or system)

² Power is Taken (the political frame)

² Power is Given (by you, to others/them to you)


Feeling Powerless?

If you are thinking about your situation and struggling to identify where you have negotiating power ask this question:

u What are THEY negotiating for? ² Your buy In/acceptance of an idea?

² They want you to do something?

² They need your approval?

² They want your ideas/Input?



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Preparing Yourself

Sherman 2018

•  Think about your interests

•  Clean up your story

•  Understand your negotiating power

•  Develop an effective process (proposed)

If you don’t know where you are going, any road will get you there – Lewis Carol

A Win/Win Negotiation Process

Sherman 2018

Process Intention

Preparing Getting ready

Initiating Building trust (process and relationship)

Focusing Identifying what needs to be negotiated

Exploring Seeking shared understanding

Problem Solving Seeking mutual gains

Validating Confirming agreement/commitment

Negotiation CPR

Sherman 2018

Content – What we are negotiating

Process – How we are negotiating

Relationship – How this negotiation impacts

our relationships

Observations on Influence Everyone has agendas and everything that happens is filtered through those agendas

– People that are effective influencers know what they want and they ask for it

Subject Matter Expertise has limited range People that are effective influencers spend a lot of energy helping others get their needs met

Sherman 2018 Sherman 2018

One thing stands out - above all - as the single most important ingredient for

achieving influence

Situational Awareness

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Negotiation and Influence


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Situational Awareness Situational Awareness (SA) is your level of awareness about what

is happening in your environment and the impact of your contribution to the dynamic

Think EI for influence instead of emotions

² Two keys to SA are curiosity and clean filters ² Curiosity = Letting go of your desired outcome ² Clean filters = Dealing with your “stuff” **

** Stuff is usually related to our fears and/or feeling vulnerable

Sherman 2018

Situational Awareness

Level 1 Situation Awareness—Here/Now – Objective perception of the elements in the environment. Identification of key elements that are influential Level 2 Situation Awareness—Looking back - Understanding key historical events that contributed to the current situation. Awareness of your own actions and how they have contributed Level 3 Situation Awareness—Looking forward - Projection of future status. This is the projection of the current situation into the future in an attempt to predict the evolution of the situation and how your actions can influence that outcome

Sherman 2018

Situational Awareness And Groups

Politics

Politics determines who has power, not who has the truth

- Paul Krugman -

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Politics

Sherman 2018

People

“People may hear your words, but they feel your attitude”

-John C. Maxwell-


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Politics

People

Process

“The unlike is joined together, and from differences results the most

beautiful harmony”-Heraclitus-



Politics

People

ProcessPurpose

”The secret of success is constancy to purpose”

-Benjamin Disraeli-



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Influence And The Political Domain

The only motive that can keep politics pure is the motive for doing good for one’s country

and it’s people- Henry Ford -

Sherman 2018

Influence And The People Domain The focus of influence here is on the people and your

ability to build empathy and trust

² Empathy will help you understand each other’s motivation and intention

² Trust is related to perceived task/process competence and the ability to engage authentically

² Trust and empathy will allow you to engage more effectively in conflict


Influence In The Process Domain The focus of influence in the process domain is

on the “how” not the “what” ² The power of good facilitation

–  Let go of control if you don’t have the role (and they are BLOWING it!)

² The influence of a good question –  Find your inner Columbo

² Paraphrasing, Summarizing, and the Trial Close


Influence And The Purpose Domain

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The focus of influence in the purpose domain is the extent to which you can connect your (and other’s) contribution to the purpose of the group

Subject matter expertise (SME) is a source of influence in the purpose domain

Sherman 2018

- Find your negotiating strength

- Know what you are negotiating for

- Helping others get what they need helps them help you get what you need

-Cultivate Situational Awareness

Sherman 2018

Influence and Negotiation: Getting Results Without Authority

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influence and negotiation - cphr bc · why is negotiation power important? sherman 2018 if you...

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