psychology of stakeholder management sept 2016 - v2
TRANSCRIPT
Psychology of Stakeholder Management
PMI – Chennai Chapter – KSS – 10 Sep 2016
http:/tinyurl.com/h838owf
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WON TOP HONORSPMI National Conference – Sept 2014
Managing GEN-Y Talent
Psychology for Project
Management
Creative Thinking
National Conference Publication
Psychology for strong
Business IT alignment
Spoke at many events
Why Psychology?
Conclusion
01
02
03
Chal
leng
es
Identify powerful stakeholders early
Influence without authority
Effective Negotiation
Agenda
Why Psychology
Human Factors are key to Project Success
Jonathan Haidt - Psychologist
Psychology can help PMs understand the human factors, analyze their interactions & manage them efficiently
How to identify powerful stakeholders early ?
How to Influence without authority ?
How to Negotiate effectively ?
How to avoid pitfalls in understanding the needs of the stakeholders ?
How do we plan to get stakeholder buy-in?
How to create a collaborative environment ?
How to effectively communicate ?
How to manage resistance ?
How to build relationships ?
Stakeholder Management Challenges
How to Identify Powerful Stakeholders Early?
Understand Sources of Power
Understand Sources of Power
•Legitimate•Reward•Coercion
Structural Basis of Power
•Expertise•Information•Charisma
Personal Basis of Power• Priming• Belief
Cognitive Basis of Power
How to Influence Without Authority?
Dr. Robert Cialdini
Six Principles of Persuasion
How to Influence Without Authority?- Reciprocity
A $0.05 flower bring in
thousands in revenue
People tend to return a
favor
How to Influence Without Authority?- Authority
Joshua Bell and the Subway Experiment
Need to establish
credentials to Influence
How to Influence Without Authority?- Social Proof
To influence use the horizontal peer power
Asch Conformity ExperimentO Power – 2:00 – 3:30
How Negotiate Effectively ?
Roger Fisher William Ury
How Negotiate Effectively ? …
Separate people from the problem
Focus on Interests not
Positions
Invent the options for mutual gain
Insist on using objective criteria
Focus on Interests not Positions
Position –What is Required?
Interests –Why is it Required?
“Let us never negotiate out of fearBut let us never fear to negotiate “
Conclusion
Need for Psychology
Sources of PowerInfluence
NegotiationRecommendations
Stakeholder Management
Psychology
Further Reading
References
1. https://www.infoq.com/articles/standish-chaos-2015
2. Scott DeRue, “Influencing People: Building Your Base of Informal Power”, Coursera, Unit1
3. Emily Lawson and Colin Price, “The psychology of change management”, McKinsey Quarterly - June 2003
4. Dr. Robert B. Cialdini, “Influence: The Psychology of Persuasion” , Publisher - Harper Collins
5. Dariusz Dolinski et all, “Dialogue Involvement as a Social Influence Technique”, Personality and Social Psychology Bulletin, 2001
6. Sharon De Mascia, “Project Psychology”, Publisher – Gower, pp 73-86
7. Principled Negotiation - https://en.wikipedia.org/wiki/Principled_negotiation