Change and Negotiation

What do change and negotiation have in common? They are both:

Asking people to change
Easier planned than executed
Subject to opposition

In today's edition of the Harvard Law School Program on Negotiation Sunday Minute, James Sebenius provides seven tips on how to handle a big negotiated deal that is falling apart or facing opposition. He states the Amazon decision to back out of an agreement to build a major business center in New York as an example. It seemed like a done-deal, (a meaningful change) and then it fell apart.

Change management efforts also frequently fall apart. That's frustrating and career-impacting for anyone involved in the change. Like a deal gone sour, a failed change project is agonizing.

Here are seven tips from the article. I think that they are excellence advice for managing a major negation AND managing a change project:

Never take success for granted in a complex, multiparty setting.
Stay informed about local opinions regarding the issues involved.
Identify and nurture potential supporters before you need them.
Identify potential deal blockers at the start of the negotiation.
Be aware that opponents with diverse concerns may team up to form a blocking coalition.
Listen to potential opponents’ concerns and address them, to the degree that you can.
Continue to negotiate for the agreement’s success during the implementation stage.

Whatever change management process you follow, those seven tips are worth considering to help your project overcome resistance and build positive relationships of collaboration rather than conflict.

-- doug smith

Comments

Facts and Feelings

How do you feel about data? About half of us really don't feel anything about data, because it's the data that matters. Let's focus on the facts. The half of us really does care about how we feel about data -- or anything else. How cold it is to leave our feelings out of the equation! As winning leaders we need to focus both on facts and on feelings. We need the flexibility and the focus. We need to include anyone and everyone who will be impacted by the results of our decisions. What do you think about that? How do you feel about that? Ask both questions, and then...listen. -- doug smith

With Love

Emotions can get in the way of solving problems. Stirring up anger, or fear is hardly ever helpful. But what if even in the toughest of situations we solved problems with love. There can't be too much love, can there? And the supply is always renewable and inexhaustible if we stay with it. Problems solved with love stay solved longer. We also feel much better about the whole thing. What do you think? -- doug smth

Reason to Talk

That misunderstanding, that festering conflict, that difficult behavior...what are we to do? Talk it over. Bring it up. Conflict is reason to talk. Conversations cost less than making assumptions. Talk about it.

Done

Trying to fix a problem from the past could cause a problem right now. When it's done, let it stay done. -- doug smith

Never mind the Distractions

I'll keep this short. Distractions are expensive. No need to list them here because you already know, don't you? Some things and some people will try to distract you from your goals but it's up to you if you let them. Design your plan. Act relentlessly on that plan. Keep going until you hit that beautiful four letter word: done. -- doug smith

Procrastination

Procrastination increases stress. Do the thing and be done with it. -- doug smith

What's Your Posture Check?

How often do you check-in on your development? How do you conduct that little audit? I remember regularly gaining adjustments from a wonderful chiropractor who had as part of their practice a regular posture check. We'd stand while the chiropractor carefully looked us over. It was amazing how much they could tell about our alignment, our health, our balance, our well-being. As treatments progressed, posture improved, and so did my health. When it comes to leadership development, what's your version of a posture check? Do you get feedback from your team? Do you talk with a mentor? Most leaders are held accountable on their metrics, but not everyone gets to check-in on their development. I'm curious, because if I could find a way to check-in on my leadership customers that helped them track their progress it would be a useful tool. We've all probably had enough surveys, so maybe something else. Something practical and easy. Maybe some way to check balance, feedback, team...

Easy on that Multitasking

It's tempting when there is so much to do to heap it up on your top performers. Give them that extra project. Delegate more. While delegation is a key part of high performance leadership, be careful about giving too many things to be done all at once. You know already that multitasking is risky. When you're driving a car you are multitasking -- your hands are doing one thing, your feet are doing another thing, and your eyes are busy on another thing, and it's all perfectly fine, until you add one thing too many. Looking at your phone or changing the controls on your audio, or glancing over your shoulder at the kids in the backseat -- all it takes is one thing too many to be much more than one thing too many. Disaster awaits. Most multitasking causes more problems than it solves. Single task when possible and simply find another way. It may take longer, but it probably won't in the long run. -- doug smith

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