Negotiation in Project Management part 1

Summary

The 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

00:00

📚 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.

05:02

🤝 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.

10:02

🎬 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.

Keywords

💡Negotiation

Negotiation is a process where two or more parties discuss and resolve issues to reach an agreement. In the video, it is highlighted as a critical skill for project managers, essential for managing stakeholders and achieving project goals. The script mentions that 'good project managers are actually good negotiators,' indicating its importance in project management.

💡Project Management

Project Management refers to the discipline of planning, organizing, and managing resources to achieve specific goals within a defined timeframe. The video emphasizes that effective communication and stakeholder management are key components of successful project management. It is mentioned that 'managing stakeholders successfully is key to the success of a project,' underlining its significance.

💡Stakeholders

Stakeholders are individuals or groups who have an interest or concern in a project's outcome. The script points out that managing stakeholders is a significant challenge for project managers because they often have different agendas and priorities. The term is used to discuss the importance of engaging stakeholders for project success.

💡Emotional Intelligence (EQ)

Emotional Intelligence is the ability to recognize, understand, and manage our own emotions and those of others. The video script describes it as a crucial competency for leadership and success, highlighting that 'it was twice as important as your technical knowledge or ability in terms of success.' It is portrayed as a skill that can be developed and is essential for effective negotiation and management.

💡Technical Competencies

Technical Competencies refer to the specific skills and knowledge required to perform a job effectively. In the context of the video, while emotional intelligence is stressed, it is acknowledged that technical competencies are also important for project managers. The script mentions that 'you can work on your technical competencies,' suggesting the balance needed between technical and emotional skills.

💡Adaptability

Adaptability is the ability to adjust to new conditions or changes quickly and effectively. The script includes adaptability as one of the emotional competencies, stating that 'your ability to be flexible realistic problem-solving' is important. It is implied that adaptability is key in the face of challenges and changes during project management.

💡Stress Management

Stress Management involves the strategies and techniques used to deal with stress in a healthy and effective way. The video script connects stress management with emotional intelligence, suggesting that how one reacts to pressure and stress is a part of their emotional competencies. It is implied that good stress management is crucial for maintaining emotional intelligence in project management.

💡Leadership

Leadership is the ability to guide, influence, and inspire others towards achieving goals. The script establishes a direct correlation between emotional intelligence and leadership, stating that 'there's a direct correlation between emotional intelligence and leadership.' It suggests that leaders who possess high emotional intelligence are more effective at getting people to follow them.

💡Inside Out

Inside Out is a movie mentioned in the script that personifies emotions within a person's mind. The video uses a trailer from the movie to illustrate the concept of emotional intelligence, showing how emotions can drive behavior and reactions. The script uses the movie to highlight the importance of understanding and managing emotions.

💡Authority

Authority refers to the power or right to give orders, make decisions, or enforce obedience. In the context of the video, it is mentioned that project managers often lack direct authority over stakeholders but need their cooperation to achieve project objectives. The script states that 'you don't have authority over those stakeholders,' indicating the need for negotiation skills to influence without authority.

💡Communication

Communication is the process of exchanging information, ideas, or feelings. The video script emphasizes effective communication with all stakeholders as a crucial success factor in project management. It is mentioned that 'effective communication with all stakeholders is pretty important,' highlighting the role of communication in facilitating negotiation and collaboration.

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