life needn’t be one big compromise if you can negotiate successfully presented by sebastian...
TRANSCRIPT
Life needn’t be one big compromise if you can negotiate successfully
Presented by
Sebastian SalicruJMW Consultants
The Executive Assistant Network National Congress 200813th & 14th May 2008, Luna Park, Sydney
About
♦ Established 1982 with a global presence and offices in USA, Europe & Australia – Asia Pacific Region.
♦ Purpose – to enable individuals, teams and organisations to achieve extraordinary performance.
♦ Practice has three areas:
1. Organisational Transformation
2. Partnering and collaboration on large complex projects
3. Accelerated Development of Leaders and Managers
♦ Focus is on assisting clients to deliver extraordinary outcomes and results.
Context - The Renaissance EA is a modern
day corporate hero
Modern demands of the role of an EA have created a whole new range of
developmental issues, including:
becoming invaluable assets for their executives
need to be proactive
being a natural leader
maintaining a good working relationship with numerous key stakeholders
both internal and external to the organisation all the times
What is negotiation in your world?
It’s about:
♦ Allocating and managing time?
♦ Allocating and managing resources?
♦ Travel arrangements?
♦ Negotiating fees?
♦ Influencing people?
My intention
My intention today is to leave you with an experience of
‘action’ (making things happen) rather than to merely provide
you with ‘new information’.
What makes a real difference in conversations.
My new possibility
Choose a few people (5) in your working world with whom you
wish to create a new opening or possibility – or a breakthrough.
The importance of language
Fundamentally, as human beings, get our work done through language – that is, speaking and listening.
Today I want to explore with you talking and the impact of talking on what’s possible.
We are going to distinguish different kinds of talking and the different results from each kind of talking.
DescriptiveCommitted
Talking that refers to things
Explanations/Stories (Gossip!) Justifications Opinions Reports Assessments/Criticisms Judgments Reasons Complaints
PAST/AFTER THE FACT
JMW is a registered trademark of JMW Consultants Inc. © 2008 JMW Consultants Inc. All Rights Reserved
Categories of Talking
DescriptiveCommitted
Talking that refers to things
Explanations/Stories Justifications Opinions Reports Assessments/Criticisms Judgements Reasons Complaints
PAST/AFTER THE FACT
Talking that makes things possible
Talking that makes things happen
Possibilities, Vision and Values
Action and/or Outcome
NOW & ONGOING NOW & FUTURE
SELF-DETERMINED CIRCUMSTANCEDETERMINED
PROMISE
REQUEST
OFFER
DECLARATION
STAND FOR
“I SAY…”
Categories of Talking
JMW is a registered trademark of JMW Consultants Inc. © 2008 JMW Consultants Inc. All Rights Reserved
Four Committed Responses:
1. Yes – I accept
2. No – I decline
3. Decline with a Counter Offer
4. Commit to Commit
John F. Kennedy - Moon Speech Martin Luther King - "I have a dream" Winston Churchill Speech –“We Shall Never
Surrender! USA declaration of independence from Great Britain
(In Congress, July 4, 1776 )
DescriptiveCommitted
Talking that refers to things
Explanations/Stories Justifications Opinions Reports Assessments/Criticisms Judgements Reasons Complaints
PAST/AFTER THE FACT
Talking that makes things possible
Talking that makes things happen
Possibilities, Vision and Values
Action and/or Outcome
NOW & ONGOING NOW & FUTURE
SELF-DETERMINED CIRCUMSTANCEDETERMINED
PROMISE
REQUEST
OFFER
DECLARATION
STAND FOR
“I SAY…”
Categories of Talking and Performance
JMW is a registered trademark of JMW Consultants Inc. © 2008 JMW Consultants Inc. All Rights Reserved
Continuous ImprovementRealm of Breakthroughs
(Extraordinary Performance)
Mediocrity
(Business as usual)
Summary - Three domains of speaking
POSSIBILITY ACTION DESCRIPTION
FUTURE NOW PAST
• Stand for
• Declaration
• Vision
• Requests
• Promises
• Offers
• Explanation
• Opinion
• Assessment
• Interpretation
JMW is a registered trademark of JMW Consultants Inc. © 2008 JMW Consultants Inc. All Rights Reserved
My new possibility
How will I create a new opening or possibility with some of the people in my
working world?
Make the following:
One Promise
One or two Offers
One or Requests
One Declaration or take Stand for something
My Requests and Offer
Sebastian SalicruJMW Consultants
[email protected]: 03 - 9258 1400
Mobile: 0448 049 691