Transcript 2interact Negot6iation

Psychology of Communication …
in Projects
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Manifesto for Agile Software Development
We are uncovering better ways of developing
software by doing it and helping others do it.
Through this work we have come to value:
Individuals and interactions over processes and tools
Working software over comprehensive documentation
Customer collaboration over contract negotiation
Responding to change over following a plan
That is, while there is value in the items on
the right, we value the items on the left more.
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Communication influences everything
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Number 1 reason why people leave companies is the
communication with their boss
Procurement
Education
Projects
Employee engagement
Personal relationships
Sales
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Communication performance
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Projects and change success
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Only 41% of projects are deemed successful and it is getting
worse ….. IBM
31.2% of projects are complete failures
Over 50% of projects cost 200%+ of their original estimates …..
The Standish Group
After 25 years of “great change projects” success is still at 30% …
McKinsey & Co
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Why do projects fail? … PMI
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Why did projects go backwards?
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Process Everything
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So what went wrong?
You can never
put a human
relationship
into a process!
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Areas affecting projects / teams
Value add
Knowing
what you
are
delivering
Project
Methodology
and Processes
Project
management
Project
leadership
Differentiates you
as a great team or
project
Puts you in the game
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Psychology
of Project /
Team
Comms.
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Project Management Institute
Projects and Communication (source PMI)
48%
Within budget
76%
37%
On time
71%
52%
Met original goals
80%
0%
20%
40%
Minimally effective communication
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60%
80%
Highly effective communication
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A changing world….
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Changing world for Interaction
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Millenials
Technology
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Bite-size everything
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Work anywhere anytime
Use technology in the
interaction
Mobile
Social
Communication
Buying
Therefore selling
Learning
Gratification
Immediate gratification
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So how do we differ?
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4 Communication styles
ANALYTICAL
Reason/Rational
Logic
Facts
VISIONARY
Future
New Ideas
Big Picture
METHODICAL
Process
Sequential
Plan
CONNECTED
Emotion
Team Player
Em/Sympathetic
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4 Compliments from a Manager
ANALYTICAL
Wow 15% under budget
VISIONARY
You are working for that
promotion
METHODICAL
Great process followed
CONNECTED
You make me proud
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Detail about the 4 different types
ANALYTICAL
Quantifies
Is logical, but critical
Is realistic
Likes numbers
Facts
VISIONARY
Imagines
Speculates
Takes risks
Is curious
Future/Ideas
METHODICAL
Follows procedures
Gets things done
Is reliable
Organizes
Sequential
CONNECTED
Sensitive
Feels for people
Is supportive
Is emotional
Team Player
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Exercise Answer : Going on holiday
ANALYTICAL
$751
1 double bed, 2 singles
Breakfast included
VISIONARY
Lots of exciting things to do,
including bungee jumping
Some agenda
METHODICAL
Leave on 12 June at 6am
Back on 18 December
Agenda
CONNECTED
We haven't had time together.
Great time to bond
A lover’s paradise
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Talking about a computer
ANALYTICAL
$991
2.46Ghz Quad
1 TB disk drive
USB 3.0
Wifi
4.5h battery
VISIONARY
State of the art
Cool design
Leader in its field
Latest features
Talking point
Lots of options
METHODICAL
3-year warranty
2-year support
2 days delivery
ISO9008 standards
1 day credit checking
Upgradeable memory
CONNECTED
Ergonomically designed
Skype ready for family
Friendly sales staff
Help me with problems
Good feeling
Any problems, speak to me
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Problem with delivery of a task / project
ANALYTICAL
What went wrong
Facts
Figures
VISIONARY
Impact on bigger picture
How do we prevent it in future
METHODICAL
How do we fix it
Plan to fix
Progress
CONNECTED
How does it “touch” the
people
Can we fix the relationship
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Our behaviors differ
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Behaviors more detail
COMPETING
“My way”
Directive
Commanding
COLLABORATING
“Our way”
Give-and-take
Our needs fulfilled
Let’s discuss now
AVOIDING
“No way”
Let’s discuss later
Not important
Next topic
Need more info
ACCOMMODATING
“Your way”
What do you want?
I am listening
Supportive
Agreeing
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When to apply the behaviors
COMPETING
Quick decisive action needed
On important issues for which
directive actions are needed
COLLABORATING
To better understand the
viewpoint of the other
To get commitment
AVOIDING
When an issue is trivial
Need to gather more info
When you need to cool down
and regain perspective
ACCOMMODATING
When you are wrong
When the issue is much more
important to the other person
than to you
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Exercise : OK’s in projects
COMPETING
COLLABORATING
AVOIDING
1.
ACCOMMODATING
In your progress meeting of projects, when, is it ok to use the behaviors?
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So how do we differ
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Men
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Women
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Other areas affecting projects
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Assumptions
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Our assumptions are usually incorrect.
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Assumptions cause premature thought closure, which inhibits
joint option exploration.
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Assumptions often become self-fulfilling prophecies.
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Assumptions prevent an emphatic interaction between parties.
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Trust
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Business vs. Private
You are given too much change..
Convenient lie to cover a mistake
Good trust or bad trust influence communication….
People will rather forgive a mistake than a break in trust
THE KEY business competency of the new global economy
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How to create trust
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When your thoughts, words and actions match
Consistency
Integrity is about the small things
Show you are human
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Speak their “lingo”
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Tell them about your failures and successes
Patient vs. animal
Manage your reputation - Deliver every time
Capability/Competence
Listen
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Authority
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If an expert says it, it must be true
Need credibility and trustworthiness
Tell them about yourself, including failures, before you
try to influence
….To gain credibility is the most important when
meeting a person….
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Liking
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People prefer to say yes to someone they like
Humour
Likings
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Similarities
Compliments
Association with positive things
Humour and do your homework.
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Sometimes fake it
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Closing
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Attitude
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Tendency to respond positively or negatively towards
anything
Habitual way of looking at our world
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Tendency to respond
Critical in communication
People sense it
You normally don’t achieve what you don’t believe in
Must accept yourself
90/10 rule
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Close
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Abraham Lincoln
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“Give me 6 hours to chop down a tree and I will use the first 4
to sharpen the axe.”
Winston Churchill
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“Courage is what it takes to stand up and speak; courage is
also what it takes to sit down and listen.”
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