EVE Leadership Program Shanghai, July 2017 LEADERSHIP & NEGOTIATION WORKSHOP Alain Lempereur Professor, Brandeis University & Harvard PON lempereur@brandeis.edu © Alain Lempereur, Brandeis & PON, 2017 Brandeis ‹#› OBJECTIVE How to FIRST THINGS FIRST as a Leader & Negotiator © Alain Lempereur, Brandeis & PON, 2017 Brandeis ‹#› © Alain Lempereur, Brandeis & PON, 2017 Brandeis ‹#› BUILD YOUR TEAM STRATEGY • After reading the instructions, please answer questions: – What are your team objectives for this game? – What are the moves to meet your objectives? © Alain Lempereur, Brandeis & PON, 2017 Brandeis ‹#› EVE Leadership Program (Shanghai, July 2017) A1 B1 A2 B2 20 20 10 10 10 10 20 10 10 30 10 10 20 30 10 30 20 10 150 150 T 66 10 10 52 20 20 10 30 30 30 20 10 20 30 30 30 © Alain Lempereur, Brandeis & PON, 2017 A3 B3 20 10 10 30 30 10 20 10 10 30 10 20 30 20 20 30 T 132 132 Brandeis T A4 B4 20 20 20 30 30 30 20 30 30 30 30 30 30 20 164 20 30 130 T A5 B5 10 30 30 30 30 10 10 10 10 30 10 10 10 10 48 10 10 87 ‹#› T A6 B6 10 20 30 30 30 20 20 10 10 30 30 10 10 10 66 10 10 91 EVE LEADERSHIP PROGRAM Paris, June 2017 A1 B1 A2 B2 A3 B3 30 30 20 20 20 10 30 30 30 30 10 10 30 30 30 30 10 10 30 30 20 30 30 30 30 30 10 10 30 20 30 30 10 10 10 10 30 20 10 10 10 10 20 30 10 10 10 10 151 151 t 86 54 t 52 80 302 © Alain Lempereur, Brandeis & PON, 2017 TOT Brandeis 140 TOT ‹#› 132 EVE Leadership Program Shanghai, July 2017 RESPONSIBLE NEGOTIATION Alain Lempereur Professor, Brandeis University & Harvard PON lempereur@brandeis.edu © Alain Lempereur, Brandeis & PON, 2017 Brandeis ‹#› OBJECTIVES • DO FIRST THINGS FIRST AS A LEADER AND A NEGOTIATOR • ESTABLISH THE NEGOTIATION PILLARS – People – Process – Problems © Alain Lempereur, Brandeis & PON, 2017 Brandeis ‹#› Responsible Negotiation P E O P L E © Alain Lempereur, Brandeis & PON, 2017 Brandeis P R O B L E M P R O C E S S ‹#› Responsible Negotiation P E O P L E © Alain Lempereur, Brandeis & PON, 2017 Brandeis FIRST ! ‹#› The Challenge: Partisan Perceptions (K Allred, L Ross)! Negative views about others: “ACCUSER’S BIAS” ‣ We tend to accuse the others ‣ We attribute bad intentions to them ‣ We blame their personality, their character ‣ “Hell is the other.” – Sartre Positive views about myself: “EXCUSER’S BIAS” ‣ We tend to excuse ourselves ‣ We invoke good intentions ‣ We blame the situation, never ourselves ‣ “The road to hell is paved with good intentions.” © Alain Lempereur, Brandeis & PON, 2017 Brandeis ‹#› A First Move to Engage PEOPLE (Aristotle, Mnookin, Lempereur)! Empathize Put yourself in their shoes Perceive actively © Alain Lempereur, Brandeis & PON, 2017 Brandeis & Assert yourself & Help them step into your shoes & Persuade actively ‹#› Communicate to build TRUST THEIR AGENDA (M Nikolic, A Lempereur) Pull DIALOGUE Push MY AGENDA © Alain Lempereur, Brandeis & PON, 2017 Brandeis ‹#› Responsible Negotiation P R O B L E M SECOND PILLAR © Alain Lempereur, Brandeis & PON, 2017 Brandeis ‹#› The Challenge: The Negotiator’s Dilemma (Lax & Sebenius) A B Cooperation Competition © Alain Lempereur, Brandeis & PON, 2017 Brandeis Cooperation + ++ + Competition - ++ ‹#› A First Move to Solve PROBLEMS (Lax & Sebenius)! Cooperate & Compete Take Risks & Make Benefits & Distribute Fair Value Create Joint Value © Alain Lempereur, Brandeis & PON, 2017 Brandeis ‹#› THEIR VALUE Build a Win-Win Transaction Supply Value OPTIMAL & FAIR DEAL Demand Value MY VALUE © Alain Lempereur, Brandeis & PON, 2017 Brandeis ‹#› Responsible Negotiation THIRD PILLAR © Alain Lempereur, Brandeis & PON, 2017 Brandeis P R O C E S S ‹#› THE CHALLENGE OF AGENCY: DYNAMICS BEHIND & ACROSS THE TABLE (J Pratt & R Zeckhauser) Their Principal My Principal Mandate Their report back My report back NEGOTIATOR AS AGENT © Alain Lempereur, Brandeis & PON, 2017 Brandeis External negotiation Their Agent ‹#› A First Move to Facilitate the PROCESS Build a contract across the table Enhance external reputation Build a transaction © Alain Lempereur, Brandeis & PON, 2017 Brandeis & & & Respect the mandate behind the table Ensure internal loyalty Build in implementation ‹#› Develop Sustainability EXTERNAL REPUTATION (A Lempereur) Contract IMPLEMENTABLE PARTNERSHIP Mandate INTERNAL LOYALTY © Alain Lempereur, Brandeis & PON, 2017 Brandeis ‹#› SUMMARY © Alain Lempereur, Brandeis & PON, 2017 Brandeis ‹#› BALANCING SKILLS Implementation Process Perception People Transaction Competition © Alain Lempereur, Brandeis & PON, 2017 Brandeis Persuasion Problems Cooperation ‹#› RESPONSIBLE NEGOTIATION MATRIX (A Lempereur) PEOPLE MOVE Connection Trust Sustainable Partnership No relationship Start Value Creation & Fair Distribution Problems Solutions PROBLEM-SOLVING MOVE © Alain Lempereur, Brandeis & PON, 2017 Brandeis ‹#› THANK YOU! 26 RESPONSIBLE NEGOTIATION FOR SUSTAINABLE PARTNERSHIPS Alain Lempereur, Brandeis University & Harvard PON lempereur@brandeis.edu © Alain Lempereur, Brandeis & PON, 2017 Brandeis ‹#›