07/2020 Flashcards
(38 cards)
Four aspects of getting to yes in a negotiation
1) separate the person (the emotion) from the problem;
2) don‘t get wrapped up in the others side‘s position (what they ask for) but instead focus on their interest (why they are asking for it)
3) Work collaboratively to generate win-win options
4) Establish mutually agreed-upon standards for evaluating those possible solutions
In negotiations ask open ended questions
In negotiations: ask how I should to it (Es tut mir leid, aber wie soll ich das schaffen/zahlen/erreichen?)
Ask open ended questions, ask the counterpart how he would solve your problem (how should I do it?) or how do I know? How can I be sure? How to I make sure etc.?
When negotiation: know you fallback
Always know the best alternative outcome of a non agreement
Don’t rush in negotiations, let the other do the talking
People want to be understood and accepted. Listen, listen, listen. That’s the most important skill to renegotiate
In negotiation pit yourself in the counterpart‘s shoes
Imagine yourself in your conterpart‘s shoes. If you cannot do it, you don’t understand enough
Solve the others barriers in negotiations
The reasons why someone doesn’t make a deal with you is often more powerful than why they will. So clear first the barriers (fears etc.). After you cleared barriers or labeled them - wait for some seconds to let them sink in
Label emotions of your counterpart
Dont feel their pain or fear - label it: It seems like you …
Be likable in negotiations
Put a smile on when you negotiate & Be positive & playful with your voice when negotiating
Mirror your conterpart with what you say, how you say it, bodylanguage etc
It makes them like and agree with you
Enjoy negotiations and see it as a playful act
Negotiations are not an act of battle, but discovery. Listen to you counterpart. Don’t ger distracted by your thoughts what you will say next. Just mirror and active listening
Say the negative things before your counterpart can rise them
Say the negative stuff about you/your opinion, solution etc. first. So that your counterpart can downplay them
When trying to convince someone - ask questions they can answer with no (to get your way). It is easier for people to say no):
Asking „is this a bad time to talk“ is better than „do you have 2 minutes“ -> saying no makes people feel in control
It is easyier to say no than yes, and it makes someone feel better
Don’t be afraid of NO
No is not bad. No helps you understand what your counterpart really wants
Try to get someone saying „that’s right“ - e.g by summarizing what your counterpart said
It makes him agree with you
Active listening: pauses, worthülsen (mhm, ja, I see etc.), paraphrasing, mirroring etc
In negotiations or conversations in general
Get to the F word
We people want what is fair. So use this F-word for your advantage when negotiating.
How to negotiate salery
salary negotiations don’t say I‘m worth X. Give a ballpark and Objektiviere: Der Markt zahlt für solche Positionen zwischen Y-Z Franken
How to bargain
Mike Ackermann Negotiation Technique: Set anchor at 65% or 135% of what you think is fair; Decrease the amount you give in in 3-4 steps so that counterpart thinks he has pressed you about anything. End with an odd number - it seems more believable as final offer.
Visualization storytelling
When visualizing powerpoint: focus attention where you want it; Eliminate every useless / redundant information
Measure what you change
ave baseline metrics before you change anything, this way you know if you improve it
Most important KPI for agile teams/ART
Most important KPI: employee NPS, stakeholder NPS, feature lead time, frequency of release/Deployment, escaped defects, % test automation; Ratio of Overhead to „Doers“, Market Performance, Cost per Story Point,
Make teams efficient, not people
Lean Principle: any time you can make the flow efficient vs resource efficient - go for flow (e.g. highly paid Specialist vs T-Shaped Generalists)
When Business does not have enough time for PO - they can be future owner and starting with 5h per week with the agile team. As the build relationship, they can transition into PO
When Business does not have enough time for PO - they can be future owner and starting with 5h per week with the agile team. As the build relationship, they can transition into PO
Why controll is only second best options
ou cannot inspect quality in - findig bad quality in production is too late
