Luis BrancoCEO| Business Insight, Consultores de Gestão, LdªCarcavelos, Lisboa, Portugal
One of the fundamental skills of project managers is negotiation. What is, in your opinion, the most important feature to trade successfully? Saving Changes...
Alexandre CostaScrum Master| Integer Consulting - Pictet technologiesLoures, Portugal
Although we live in a global world and it seems that the way to negotiate is the same between cultures, the truth is that I have verified by experience that the negotiation protocols vary greatly according to culture. Trading with a Japanese is not the same as trading with British or Moroccan, so I first advise negotiators to know the particularities of the culture with whom they will trade.
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1 reply by Luis Branco
Oct 11, 2019 12:02 PM
Luis Branco
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Dear Alexandre
Thank you for your contribution to our exchange of views.
While there may be cultural differences between negotiators, there are common competencies in negotiators during the negotiation process. What are they, in your opinion?
And among them, which one is the most important?
Dear kiron
Thank you for your contribution to our exchange of views.
Do you consider "Focus on interests rather than positions" as a competency and / or characteristic?
Dear Shadav Thank you for your contribution to our exchange of views. Do you consider that "Be an innovative and creative problem-solver .." are the personal characteristics or skills to be a successful negotiator?
Saving Changes...
Deepesh RammoorthyICT Project Manager ( PMP®AgilePM®Certified ScrumMaster® (CSM®))| Australian Red Cross Blood ServiceTarneit, Vic, Australia
Talk in terms of the other person's interests. Arouse the "What's in it for me" for the other person.
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1 reply by Luis Branco
Oct 11, 2019 12:13 PM
Luis Branco
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Dear Deepesh
Thank you for your contribution to our exchange of views.
Said: "Talk in terms of the other person's interests. Arouse the" What's the matter for me "for the other person" What is the competence and / or personal trait that allows us to do this?
Saving Changes...
Shobhana MahantiGroup Manager -PMO| GNFCAhmedabad, Gujarat, India
As we attempt to influence or persuade someone we are negotiating. According to that definition, everyone negotiates constantly. We negotiate with our colleagues, managers, spouses, children, and friends. However, negotiation skill levels vary widely, and we often fall back on traditional “positional negotiation”, characterized by extreme positions and a process of offers and counter-offers where only one party is considered as “winning” the negotiation.
Positional negotiation doesn’t embrace the Scrum values of openness, respect, and courage and can alienate us from the people with whom we’re negotiating.
Positional negotiation may work well for one time sale , but has no place in the Scrum team or agile organization.
Successfully implementing agile requires a mastery of many skills.
While there is great focus on technical mastery, crucial skills like listening and negotiation can often be overlooked.
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1 reply by Luis Branco
Oct 11, 2019 12:47 PM
Luis Branco
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Dear Shobhana
Thank you for your contribution to our exchange of views.
"While there is great focus on technical mastery in the Scrum team or agile organization, crucial skills such as listening and negotiation can often be overlooked" which in your opinion is the key competency to be a good negotiator ?
Saving Changes...
Luis BrancoCEO| Business Insight, Consultores de Gestão, LdªCarcavelos, Lisboa, Portugal
Oct 03, 2019 4:50 PM
Replying to Alexandre Costa
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Although we live in a global world and it seems that the way to negotiate is the same between cultures, the truth is that I have verified by experience that the negotiation protocols vary greatly according to culture. Trading with a Japanese is not the same as trading with British or Moroccan, so I first advise negotiators to know the particularities of the culture with whom they will trade.
Dear Alexandre
Thank you for your contribution to our exchange of views.
While there may be cultural differences between negotiators, there are common competencies in negotiators during the negotiation process. What are they, in your opinion?
And among them, which one is the most important? Saving Changes...
Luis BrancoCEO| Business Insight, Consultores de Gestão, LdªCarcavelos, Lisboa, Portugal
Oct 03, 2019 5:23 PM
Replying to Kiron Bondale
...
Focus on interests rather than positions
Dear kiron
Thank you for your contribution to our exchange of views.
Do you consider "Focus on interests rather than positions" as a competency and / or characteristic?
...
1 reply by Kiron Bondale
Oct 11, 2019 4:33 PM
Kiron Bondale
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I'd call that a good practice...
Saving Changes...
Luis BrancoCEO| Business Insight, Consultores de Gestão, LdªCarcavelos, Lisboa, Portugal
Oct 03, 2019 11:30 PM
Replying to SHADAV MOHAMMAD ANSARI
...
Be an innovative and creative problem-solver ..
Dear Shadav Thank you for your contribution to our exchange of views. Do you consider that "Be an innovative and creative problem-solver .." are the personal characteristics or skills to be a successful negotiator? Saving Changes...
Luis BrancoCEO| Business Insight, Consultores de Gestão, LdªCarcavelos, Lisboa, Portugal
Oct 04, 2019 12:26 AM
Replying to Deepesh Rammoorthy
...
Talk in terms of the other person's interests. Arouse the "What's in it for me" for the other person.
Dear Deepesh
Thank you for your contribution to our exchange of views.
Said: "Talk in terms of the other person's interests. Arouse the" What's the matter for me "for the other person" What is the competence and / or personal trait that allows us to do this? Saving Changes...
Luis BrancoCEO| Business Insight, Consultores de Gestão, LdªCarcavelos, Lisboa, Portugal
Oct 04, 2019 7:45 AM
Replying to Shobhana Mahanti
...
As we attempt to influence or persuade someone we are negotiating. According to that definition, everyone negotiates constantly. We negotiate with our colleagues, managers, spouses, children, and friends. However, negotiation skill levels vary widely, and we often fall back on traditional “positional negotiation”, characterized by extreme positions and a process of offers and counter-offers where only one party is considered as “winning” the negotiation.
Positional negotiation doesn’t embrace the Scrum values of openness, respect, and courage and can alienate us from the people with whom we’re negotiating.
Positional negotiation may work well for one time sale , but has no place in the Scrum team or agile organization.
Successfully implementing agile requires a mastery of many skills.
While there is great focus on technical mastery, crucial skills like listening and negotiation can often be overlooked.
Dear Shobhana
Thank you for your contribution to our exchange of views.
"While there is great focus on technical mastery in the Scrum team or agile organization, crucial skills such as listening and negotiation can often be overlooked" which in your opinion is the key competency to be a good negotiator ? Saving Changes...
