Negotiation Skills in the Agile World

What are the courses outline?

Practical negotiation gambits in an Agile world and beyond it.

• Understand the required mindset

• Negotiation Gambits

• Persuading Gambits

• Influence Techniques

 

Prerequisites

Ability to let go of your ego.

Familiarity of an Agile environment – Advantage

Agenda

• Scrum in 60 minutes
  • Formal events (Daily, Planning, Review, Retrospective, Refinement)
  • Informal events (Apres Daily, Futurspective, NAM, …)
  • Formal roles (Scrum master, Product Owner, Development team)
  • Informal roles (Manager, Stakeholder, user)
  • Artifacts (Product backlogs, Sprint Backlog, Increment)
  • Informal artifacts (Release backlog, Team backlog, Bug backlog, visual board)
• The type of tensions and the reasons behind it between the roles of Scrum

• The six laws of influence
  • Scarcity
  • Reciprocity
  • Authority
  • Likability
  • Social proof
  • Commitment & consistency

• The Five Underlying mind set types

1. • You are negotiating all the time
   • Everything you want is owned or controlled by someone else
   • There are predicable responses that you can count on in the negotiating process
   • There are three critical factors in every negotiation–power, information, time
   • The proper “mesh” of personality types is important to negotiating success

• The Three Underpinnings of “Win/Win” Negotiating

1. • Never narrow negotiations down to just one issue
   • Different people want different things
   • Price is not always all-important

• The Five Things That Make a Good Negotiator

1. • Knowing that both sides are under pressure so you don’t feel intimidated
   • Wanting to learn negotiating skills
   • Understanding negotiating skills
   • Being willing to practice
   • Wanting to create “win/win” negotiating situations

• The Eight Kinds of Power

1. • Title power
   • Reward power
   • Punish power
   • Reverent power
   • Charismatic power
   • Expertise power
   • Situation power
   • Information power

• How to Gather Information

1. • Ask open-ended questions
   • Repeat statements as questions
   • Ask for response
   • Ask for restatements
   • Ask others who seal with your opponent
   • Ask your opponent’s subordinates
   • Mix your company’s specialists with their specialists

• Negotiating Gambit

1. 1. • The Nibble
      • The Hot Potato
      • The Higher Authority Gambit
      • The Set-Aside Technique for avoiding impasse
      • Use arbitrators to break deadlocks
      • Good Guy/Bad Guy
      • Feel, Felt, Found formula
      • Dumb is smart; smart is dumb
      • The Flinch
      • The Vise technique
      • The Printed Word technique
      • The Withdrawn offer
      • The Fait Accompli
      • The Funny Money gambit
      • The Red Herring
      • The Puppy Dog Technique
      • Reluctant Buyer/Reluctant Seller
      • The Want-It-All technique
      • Negotiation Gambits
      • Shock Them 
      • Adjourning 
      • “You’ll Have to do Better Than That” 
      • Forcing the Issue 
      • Diversionary Tactics
      • Salami 
      • Vague authority

• Rules and Principles

1. • Never say “Yes” to first offer
   • The Call Girl principle (value of services diminishes rapidly after services are performed)
   • Always maintain your “walkaway power”
   • Make a big deal of any concession you make, and get a counter-concession for doing so
   • Don’t be the first to name a price
   • Position opponents for easy acceptance
   • Be the one who writes the contract
   • Make your offers low but flexible
   • Never be the one to offer to “split the difference.” Get opponent to make the offer to you
   • 80% of concessions are made in the last 20% of the time–so don’t “leave details” till later
   • The person under the greatest time pressure generally loses in negotiations
   • Never reveal it if you have a deadline
   • Don’t negotiate on the phone (you can’t read your opponent’s body language)
   • Watch for sudden changes in body language, rather than just the body language itself
     

• Simulations
  Simulating all kind of techniques based on real day to day scenarios:
  • Product Owner wants from the team to do more
  • Product Owner wants from a team member to add more content to a user story
  • Product Owner wants from the Dev team to add more user stories
  • Scrum Master wants the team to take less while the Product Owner wants them to take more
  • Debating on an estimation of a user story
  • Many many more!

This training is available as

Personal coaching, In-company training, public workshop