Lempereur-Negotiation-Session-Singapore-2019-07

EVE Leadership Program Singapore, July 2019 LEADERSHIP & NEGOTIATION WORKSHOP Alain Lempereur Brandeis University & Harvard PON lempereur@brandeis.edu © Alain Lempereur, Brandeis & PON, 2018 Brandeis ‹N°› OBJECTIVE Unleash your potential as a leading negotiator © Alain Lempereur, Brandeis & PON, 2018 Brandeis ‹N°› © Alain Lempereur, Brandeis & PON, 2018 Brandeis ‹N°›3 PLEASE READ YOUR INSTRUCTIONS © Alain Lempereur, Brandeis & PON, 2018 Brandeis ‹N°› BUILD YOUR TEAM STRATEGY Please discuss questions within your team: ❖ What are your team’s objectives for this game? ❖ What are the moves to meet these objectives? © Alain Lempereur, Brandeis & PON, 2018 Brandeis ‹N°› EVE Leadership Program Singapore, July 2019 RESPONSIBLE NEGOTIATION & LEADERSHIP Alain Lempereur Brandeis University & Harvard PON lempereur@brandeis.edu © Alain Lempereur, Brandeis & PON, 2018 Brandeis ‹N°› © Alain Lempereur, Brandeis & PON, 2018 Brandeis ‹N°›7 EVE Leadership Program (Singapore, July 2019) A1 B1 A2 B2 A3 B3 A4 B4 A5 B5 A6 B6 A7 1 1 1 2 2 2 3 3 3 4 4 4 5 5 5 6 6 6 7 7 7 8 8 8 T T T T T T © Alain Lempereur, Brandeis & PON, 2018 Brandeis ‹N°› B7 © Alain Lempereur, Brandeis & PON, 2018 Brandeis ‹N°›9 © Alain Lempereur, Brandeis & PON, 2018 Brandeis ‹N°› OBJECTIVES • ENJOY YOURSELF AS A RESPONSIBLE LEADER / NEGOTIATOR • DO FIRST THINGS FIRST WITH NEGOTIATION PILLARS – P eople – P roblems – P rocess © Alain Lempereur, Brandeis & PON, 2018 Brandeis ‹N°› Your First Move to Engage PEOPLE © Alain Lempereur, Brandeis & PON, 2018 Brandeis ‹N°› Your First Move to Engage PEOPLE First, empathize © Alain Lempereur, Brandeis & PON, 2018 & then Assert yourself Put yourself in the other’s shoes & then Help the other step into your shoes Comprehend & then Convince Brandeis ‹N°› Your First Move to Solve Problems © Alain Lempereur, Brandeis & PON, 2018 Brandeis ‹N°› Your First Move to Solve Problems First, cooperate & then Compete Make the pie bigger & then Share the pie & then Allocate fair value Create joint value © Alain Lempereur, Brandeis & PON, 2018 Brandeis ‹N°› Your First Move to Facilitate the Process © Alain Lempereur, Brandeis & PON, 2018 Brandeis ‹N°› Your First Move to Facilitate the Process First, anticipate the contract Respect the mandate & then (across the table) Enhance your external reputation Build a transaction © Alain Lempereur, Brandeis & PON, 2018 Brandeis (behind the table) & then Ensure internal loyalty & then Build in implementation ‹N°› SUMMARY © Alain Lempereur, Brandeis & PON, 2018 Brandeis ‹N°› CIRCLE OF RESPONSIBLE NEGOTIATION Mandate Comprehension IMPLEMENTATION RELATION Process Transaction Competition © Alain Lempereur, Brandeis & PON, 2018 Brandeis People Problems Conviction Cooperation RESOLUTION ‹N°› THANK YOU! RESPONSIBLE NEGOTIATION & LEADERSHIP Alain Lempereur, Brandeis University & Harvard PON lempereur@brandeis.edu © Alain Lempereur, Brandeis & PON, 2018 Brandeis 20 ‹N°›