Prepare Style,format,content Location, layout Time, duration 1-2-1? Formal? Types of input
Exercise 2: Dicey Business Teams of say 4-6 Running a business Which will be most successful?
Dicey Business Feedback How successful were you? Why? Did you establish the facts? Did you use them?! What forms of negotiation occurred? Was it appropriate?
Types of Outcome I winI lose You win You lose
win-lose negotiation Tempting Temporary feeling of superiority BUT the other party is NOT your enemy Likely to ruin long-term relationship Loser unlikely to want to work with you again May seek to avoid carrying out agreement Be uncooperative and legalistic May seek revenge
17/04/2015 John Rayment Anglia Ruskin Leadership Fitness See-saw Globally Fit Leadership ‘WINNERS’ ‘LOSERS’ Diabolical Leadership
Psychology Fit their image Ask for more than you need Charm offensive ‘sell’ your solution to them Emotional intelligence: - what approaches work with them?
Exercise 3: Body Language Show me… You are enjoying the session You feel unclear about what is being discussed You think you will lose out You feel confident and relaxed You want to be left alone Something else – see if I get the message
Negotiating successfully explore each person’s position seek a ‘win-win’ mutually acceptable compromise Balanced optimum outcome Don’t assume you know the other’s goals Seek out their hidden agendas / concerns Be prepared to trade / negotiate / compensate
Negotiate with the ‘right’ person With the power to decide and implement Similar attitudes Receptive to change Mutual respect Owes you a favour
State your case Emphasise areas of agreement Explain your position Need for a positive outcome Consequences of failure Assumptions – state and challenge Be constructive and flexible
Exercise 3: Save the Planet My world is falling apart! Please help put it back together
Emotions / feelings Before During Short term Long term
17/04/2015 John Rayment Anglia Ruskin Keep smiling
Exercise 4: Transaction Analysis Read the handout Discuss with your group Prepare a scenario for another group to tackle - from both sides
17/04/2015 John Rayment Anglia Ruskin
17/04/2015 The Embedded Values Cycle
Concepts of MisLeadership and Globally Fit Leadership (GFL) Category of Element MisLeadership of GFL Missing Decision Making Misguided `Global Perspective Misinformed New Paradigm Machiavellian Contemporary Mission
O3 Society O2 Group O1 Individual F1 F2 F3 Strength Stamina Suppleness Holistic Depth Fitness Plane Organic Level H3 Spiritual H2 Mental H1 Physical The Global Fitness Framework
17/04/2015 John Rayment Anglia Ruskin Misinformed versus New Business Paradigm GIGO Challenge assumptions Seek the truth Beware MisLeadership by others
Machiavellian versus Contemporary Mission Where leaders make decisions to achieve their / their organisation’s mission knowing these decisions will result in overall harm to humanity We say this is being Machiavellian and deliberate MisLeadership BUT is it necessarily wrong??
EFMD 3/6/2011 Eric Global Era 1989 > Poverty reduction ITC revolution Wider / deeper Europe WTO growth 90 > 153 Global markets goods, capital, technology
Capitalism: the one and only China, India, Soviet area; Arab spring
Contexts Legitimacy of elites questioned Business leaders / politicians / professors Inadequate reaction to issues: courses on ethics; new laws > better lawyer Is there a pilot in the cockpit? Education / knowledge creation vital BS global; MBA students in UK