Negotiation in Project Management part 1
Summary
TLDRThe script from a training session highlights the importance of negotiation skills in project management, emphasizing the need for effective communication with stakeholders. It introduces emotional intelligence (EQ) as a crucial competency for project managers, suggesting it's more significant than technical knowledge for leadership success. The session uses the movie 'Inside Out' to illustrate emotional intelligence in action, showing its impact on interpersonal dynamics and the importance of recognizing and managing emotions in professional settings.
Takeaways
- 🙌 The speaker expresses gratitude to various teams and individuals, including the Institute of Maintenance and Michael, for their contributions to the event.
- 🍽 Mention is made of lunch provisions being available after the session, indicating that the event is well-organized and considers attendees' needs.
- 📚 The speaker introduces Si Si, who is conducting training courses and is a senior trainer at the School of Management, highlighting the expertise that will be shared during the event.
- 🤝 The importance of negotiation skills is emphasized, not just for project management but also for personal and business contexts.
- 🌟 The speaker uses a relatable example of a child negotiating with their parent over eating vegetables to illustrate the universality and early emergence of negotiation skills.
- 📈 A report by PMI in 2013 is cited, which identifies effective communication with stakeholders as the most crucial success factor in project management.
- 📚 The PMBOK's fifth edition introduced a new knowledge area of stakeholder management, showing the growing recognition of its importance in project management.
- 🤝 The speaker points out that managing stakeholders is a key challenge for project managers, often cited as one of the top five difficulties.
- 👥 Stakeholders often have different agendas and priorities, which complicates the project manager's role in coordinating and negotiating with them.
- 💡 The necessity of negotiation skills for project managers is underscored, as they must influence stakeholders without direct authority over them.
- 🧠 Emotional intelligence (EQ) is highlighted as a critical competency for negotiators, with Daniel Goleman's research suggesting it is twice as important as technical knowledge for leadership success.
- 🌟 The speaker breaks down emotional intelligence into competencies such as self-awareness, interpersonal skills, adaptability, stress management, and mood, which are all skills that can be developed.
- 🎬 A trailer from the movie 'Inside Out' is used as an example to illustrate the concept of emotional intelligence and its impact on interpersonal interactions.
Q & A
What is the main topic of the session described in the transcript?
-The main topic of the session is negotiation skills, particularly in the context of project management.
Why is negotiation considered a critical skill for project managers?
-Negotiation is critical for project managers because they often need to work with stakeholders who do not report to them and may have different agendas or priorities.
What does the speaker suggest is innate in people from a young age?
-The speaker suggests that the ability to negotiate is innate in people, as it starts manifesting at a very young age, such as in the example of a child negotiating to eat vegetables.
What is the significance of the PMI report mentioned in the transcript?
-The PMI report highlights that effective communication with all stakeholders is the most crucial success factor in project management.
What adjustment did the PMBOK make in its fifth edition regarding stakeholder management?
-The PMBOK introduced a new knowledge area of project management stakeholder management in its fifth edition, emphasizing the importance of engaging stakeholders.
Why is managing stakeholders difficult for project managers?
-Managing stakeholders is difficult because project managers often lack authority over them, yet they need their cooperation to successfully implement projects.
What is emotional intelligence (EQ) and why is it important in leadership and project management?
-Emotional intelligence (EQ) refers to the ability to recognize, understand, and manage one's own and others' emotions. It is important in leadership and project management because it helps in building effective relationships, adapting to change, and managing stress.
Who is Daniel Goleman and what is his contribution to the concept of emotional intelligence?
-Daniel Goleman is an author and psychologist who popularized the concept of emotional intelligence. He conducted research showing that EQ is twice as important as technical knowledge or ability in leadership success.
What are some of the competencies that Daniel Goleman identified as part of emotional intelligence?
-Daniel Goleman identified competencies such as self-awareness, interpersonal skills, adaptability, realistic problem-solving, and stress management as part of emotional intelligence.
How does the movie 'Inside Out' relate to the concept of emotional intelligence?
-The movie 'Inside Out' personifies a person's emotions, providing a visual representation of how emotions work inside a person's head, which is relevant to understanding emotional intelligence.
What is the role of emotional intelligence in the workplace, particularly for project managers?
-Emotional intelligence in the workplace helps project managers to effectively communicate, empathize with stakeholders, manage conflicts, and lead teams, contributing to better project outcomes.
Outlines
📚 Introduction to Negotiation Skills in Project Management
The speaker begins by expressing gratitude to various teams and individuals, mentioning a lunch session and the importance of training courses. The session's focus is on negotiation, a critical skill not only for project management but also for general business and personal life. The speaker introduces the trainer, Clever, who is a senior trainer at the School of Management and emphasizes the importance of negotiation skills in project management. The session aims to explore why good project managers are also good negotiators, highlighting the need for effective communication and human skills in dealing with people. The speaker also references a PMI report that underscores the importance of communication with stakeholders and the introduction of stakeholder management in the PMBOK's latest edition.
🤝 The Challenge of Stakeholder Management in Projects
The speaker discusses the challenges faced by project managers, particularly in managing stakeholders, which consistently ranks as one of the top five challenges. Stakeholders often do not report to the project manager, creating a situation where the project manager lacks direct authority over them but still needs their cooperation for project success. Stakeholders may have different agendas and priorities, complicating the project manager's role. The speaker emphasizes the necessity of negotiation skills to navigate these challenges and achieve project goals. The importance of emotional intelligence (EQ) in leadership and project management is highlighted, with Daniel Goleman's research indicating that EQ is twice as important as technical knowledge for success. The speaker breaks down EQ into competencies such as self-awareness, interpersonal skills, adaptability, stress management, and mood, suggesting that these are skills that can be developed and improved upon.
🎬 Emotional Intelligence Illustrated Through 'Inside Out'
The speaker uses a clip from the movie 'Inside Out' to illustrate the concept of emotional intelligence. The movie personifies a character's emotions, providing a vivid example of how emotions can drive behavior and interactions. The clip shows a scenario where a lack of emotional intelligence, particularly from the father, leads to a misunderstanding and conflict with his daughter. The speaker suggests that this example can be related to the workplace, where emotional intelligence is crucial for effective communication and leadership. The use of the movie trailer serves as a creative and engaging way to convey the importance of understanding and managing emotions in professional settings.
Mindmap
Keywords
💡Negotiation
💡Project Management
💡Stakeholders
💡Emotional Intelligence (EQ)
💡Technical Competencies
💡Adaptability
💡Stress Management
💡Leadership
💡Inside Out
💡Authority
💡Communication
Highlights
The speaker expresses gratitude to various teams and individuals, setting a positive tone for the session.
Introduction of Si Si, a senior trainer with expertise in negotiation and training, who will be sharing knowledge on a critical skill.
Emphasis on negotiation as a universally applicable skill, not just for project management but also for personal and business contexts.
The importance of negotiation in project management, with good project managers being good negotiators.
A report by PMI in 2013 highlights effective communication as the most crucial success factor in project management.
The PMBOK's fifth edition introduces a new knowledge area of stakeholder management, emphasizing its importance.
The challenge of managing stakeholders, often not reporting to the project manager, and the lack of authority over them.
Stakeholders' varying agendas and priorities, which complicate the project manager's role.
Negotiation skills as a key competency for project managers to navigate stakeholder relationships.
Emotional intelligence (EQ) is presented as a vital component of leadership and success, exceeding the importance of IQ.
Daniel Goleman's research on emotional intelligence and its breakdown into competency areas like self-awareness and interpersonal skills.
The improvability of emotional intelligence, despite natural differences among individuals.
A discussion on the role of emotional intelligence in stress management and adaptability in the face of challenges.
The correlation between emotional intelligence and leadership, influencing the ability to motivate and direct others.
The use of a movie trailer for 'Inside Out' to illustrate the concept of emotional intelligence and its impact on behavior.
An example scenario from the movie depicting the consequences of a lack of emotional intelligence in a family dynamic.
The application of emotional intelligence concepts to the workplace, emphasizing its relevance to project management.
Transcripts
like to thank a few people firstly like
to thank the teams or Institute of
maintenance that branch at the back and
Michael and for stopping professional
today you will also know that there will
be lunch providers after the session so
just outside here I wanted to do if
everyone received an ta I'm some people
may know si si has been doing some of
our training courses at the moment at 0
and C background anomaly easing people
senior trainer and also edge of training
School of Management
so we've got clever well knowledge for
everyone to share and today we're going
to share with us his knowledge for
negotiation we don't think the critical
skill to have and most of the project
management it's actually pretty cool to
have generally for yourself business
personally if you want to negotiate
other things in life but this is just a
little segue to project management so
PCC hope you'll enjoy it and surely all
right so good afternoon
I just I just find out what we've got in
the audience in terms of role so there's
a project manager now and we have
project managers okay what about
business analysts any business analyst
here we're going to run a few any change
managers after let's change management
okayed developers in developers okay all
right other other SSO through under K
good so we've got a variety that's good
alright let's say let's dive in I'm like
an inconspicuous entry
good harder there's your kids yeah you
know Hicks like kids yeah this is this
photo look familiar in some some of your
here in your household you know what's
happening here
mmm next step in this photo is come on
Johnny you've got to eat some of your
veggies okay and Johnny will say ah I
don't want to eat some any how about how
about four of those broccolis and two
carrots no no that's not enough that's
not enough to get dessert
it's got to be four broccolis and four
carrots I'll come on what about three
broccoli than three carrots all right
done do you get dessert does that happen
to need cows all that sort of thing
Epson yes it's funny I mean ago she
ation starts at a very young age I'm
wondering whether it's actually innate
it's in all of us when we're born
because it comes out very early and in
fact if the signs are there this could
be a good thing because you're going to
use this later in life and particularly
if you become a project manager so let's
talk about negotiation project
management what we're finding is that
good project managers are actually good
negotiators - okay you need negotiation
we're going to talk about why that is
but one of the key things in it is your
human skills how you deal with people
okay
and we're going to talk about thirdly
I'll go to the process of negotiation
how does it work you know technically if
you like to get to a win-win situation
so the three topics we're going to cover
today
in 2013 PMI brought out a report that
said as you can see the most crucial
success factor in project management is
effective communication with all
stakeholders I reckon if you're a
project manager already you may have
guessed that that communication with all
stakeholders is pretty important ok
PMBOK which is owned by PMI of course in
its last edition its fifth edition it
made an adjustment to its knowledge
areas there is a project management it
introduced a new knowledge area of
project management stakeholder
management they didn't have that before
they introduced this organizational
change management supports project
managers in the work they do on projects
by focusing specifically on engaging
stakeholders you're getting a theme
happening here
okay I think you get it managing
stakeholders successfully is key to the
success of a project
alright the managing stakeholders is an
absolute key thing in fact when they
when they serve a project managers
around the world and Allison what's your
biggest challenge in running projects
guess what guess what they say in the
top five challenges always is managing
stakeholders right
so it's hard but why is it hard why is
this managing of stakeholders so hard
well let's have a look at this
so most stakeholders don't actually
report to you right
in fact because yeah the way you might
report to them okay so what you don't
have authority it's something you work
at it's project manager you don't
actually have a lot of authorities the
project manager they don't have
authority over those stakeholders but
you actually need them to do things if
you're with your project to successfully
implement you need your stakeholders to
do things but you don't have authority
and in fact they make the key decisions
you sub see the situation you're in as
the project manager you can't just tell
them to do things now to make it even
more challenging for you they don't
always come together singing from the
same song sheet if you've noticed okay
they come with different agendas
sometimes different priorities mm-hmm so
the bottom line we found is that you
actually have to have negotiation skills
you have to negotiate with stakeholders
to actually get things done
negotiation therefore is a key
competency area but project Mason
let's have a look at some of the skills
you need to actually be a good
negotiator who knows what this is
okay I've even our DQ is yeah good yeah
getting out there EQ emotional
intelligence emotional intelligence and
the picture here depicts how much of a
force it is and what we do you can see
it's compared to your IQ and it's in
this graphic this let's have a look at
what it is emotional intelligence
most people know accused in Daniel
Goldman who was the person kind of made
it famous emotional intelligence what
Daniel Goldman said your emotional
intelligence he actually did some
research he found in leadership that it
was it was twice as important as your
technical knowledge or ability in terms
of success and he broke it down into
competency areas just like you have
technical competencies he said well you
can have emotional competencies okay so
you can get good at this you can work on
it just like you work on your technical
competencies you can work on your
emotional competencies now the truth is
some people are better at it than others
naturally right just like technical
skills but that doesn't mean you can't
get better at it all right you just need
to work a little bit more on it so he
broke it down into interpersonal you can
see the abilities and now ourselves our
feelings and to feel positive about what
we're doing in life so just knowing
yourself you know how do you react to
things when you're in meetings you like
frustration boil over well can you can
yourself down without letting it out too
much okay things aren't going your way
what about interpersonal skills so your
social skills effectively go how do you
how do you interact with people how well
do you do that as a skill adaptability
your ability to be flexible realistic
problem-solving okay because when you
hit problems how adaptable are you
and that leads to your stress management
of course and you know in the project
world is there is stress at times so how
world you work under pressure how do you
react to pressure and stress these are
things you can work on okay emotional
intelligence and just generally your
general moods ability to be optimistic
cheerful so how do you come across in
the workplace it's it's no coincidence
that there's a direct correlation
between emotional intelligence and
leadership okay getting people to follow
you to do things right so that's the
most intelligence as the way Daniel
Goldman described it a human skill that
is very handy for your success I'm going
to show you this in action
this is this is from a movie in fact
it's the trailer from a movie you've
seen the movie inside out
yeah good movie yeah and if you haven't
seen it this is just the trailer that
was advertising the movie but inside out
is I guess you could say it's it shows
you inside a person's head okay their
emotions and it just gives life exactly
gives a persona to their emotions so
this video shows a little bit about
emotional intelligence or more more
accurately where it wasn't happening so
well let's have a look
so how was the first day of school it
was fine I guess
um do you ever look at someone and
wonder what is going on inside their
head did you guys pick up on that kid
something's wrong we're going to find
out what's happening but we'll need
support signal the husband oh she's
looking at it what did she take
well oh sorry sir no was listen is it
garbage night we left the toilet seat up
what what is it woman what signal him
again ah
so Riley how was school for this we gave
up that Brazilian helicopter pilot
[Applause]
[Music]
school was great all right what was that
I thought you said we were going to act
casual Riley is everything okay sir she
just rolled her eyes at us all right
make a show of course I don't have to
put the foot down no not the foot Riley
I do not like this new attitude
Oh attitude oh no no no no breathe what
you do problem just leave me alone sir
reporting high levels of sass take it to
DEFCON 2
desk oh no I don't know where this
disrespectful attitude came from you
want to pee to the top yeah well let's
prepare the foot keys the safety
position
[Music]
later look on your command sir fire that
did go to your room put it down
the foot is down well good job gentlemen
that could have been a disaster
well that was a disaster come fly with
me gatinha
[Music]
makes you want to go and see the movie
yes but that you know that was a
depiction of what emotion will the lack
of emotional intelligence mainly on part
of the the farther the hitch could do to
that little scenario and you think about
that in your context in your work
context what happens
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