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Brandeis ‹N°›
© Alain Lempereur, Brandeis & PON, 2018
EVE Leadership ProgramSingapore, July 2019
LEADERSHIP & NEGOTIATION
WORKSHOP
Alain Lempereur
Brandeis University & Harvard PON
1
Brandeis ‹N°›
© Alain Lempereur, Brandeis & PON, 2018
Unleash your potential
as a leading negotiator
OBJECTIVE
Brandeis ‹N°›
© Alain Lempereur, Brandeis & PON, 2018
3
Brandeis ‹N°›
© Alain Lempereur, Brandeis & PON, 2018
PLEASE READ YOUR INSTRUCTIONS
Brandeis ‹N°›
© Alain Lempereur, Brandeis & PON, 2018
Please discuss 2 questions within your team:
❖ What are your team’s objectives for this game?
❖ What are the moves to meet these objectives?
BUILD YOUR TEAM STRATEGY
Brandeis ‹N°›
© Alain Lempereur, Brandeis & PON, 2018
EVE Leadership ProgramSingapore, July 2019
RESPONSIBLE NEGOTIATION
& LEADERSHIP
Alain LempereurBrandeis University & Harvard PON
6
Brandeis ‹N°›
© Alain Lempereur, Brandeis & PON, 2018
7
Brandeis ‹N°›
© Alain Lempereur, Brandeis & PON, 2018
A1 B1 A2 B2 A3 B3 A4 B4 A5 B5 A6 B6 A7 B7
1 1 1 1 1 1
2 2 2 2 2 2
3 3 3 3 3 3
4 4 4 4 4 4
5 5 5 5 5 5
6 6 6 6 6 6
7 7 7 7 7 7
8 8 8 8 8 8
T T T T T T
EVE Leadership Program (Singapore, July 2019)
Brandeis ‹N°›
© Alain Lempereur, Brandeis & PON, 2018
9
Brandeis ‹N°›
© Alain Lempereur, Brandeis & PON, 2018
Brandeis ‹N°›
© Alain Lempereur, Brandeis & PON, 2018
• ENJOY YOURSELF AS A RESPONSIBLE LEADER / NEGOTIATOR
• DO FIRST THINGS FIRST WITH 3 NEGOTIATION PILLARS
– P eople
– P roblems
– P rocess
OBJECTIVES
Brandeis ‹N°›
© Alain Lempereur, Brandeis & PON, 2018
Your First Move to Engage PEOPLE
Brandeis ‹N°›
© Alain Lempereur, Brandeis & PON, 2018
Your First Move to Engage PEOPLE
Assert yourselfFirst, empathize & then
Help the other
step into your shoes
Put yourself
in the other’s shoes& then
ConvinceComprehend & then
Brandeis ‹N°›
© Alain Lempereur, Brandeis & PON, 2018
Your First Move to Solve Problems
Brandeis ‹N°›
© Alain Lempereur, Brandeis & PON, 2018
Your First Move to Solve Problems
CompeteFirst, cooperate & then
Share the pieMake the pie bigger & then
Allocate
fair value
Create
joint value& then
Brandeis ‹N°›
© Alain Lempereur, Brandeis & PON, 2018
Your First Move to Facilitate the Process
Brandeis ‹N°›
© Alain Lempereur, Brandeis & PON, 2018
Your First Move to Facilitate the Process
Respect
the mandate(behind the table)
First, anticipate
the contract(across the table)
& then
Ensure
internal loyalty
Enhance your
external reputation& then
Build in
implementation
Build
a transaction& then
Brandeis ‹N°›
© Alain Lempereur, Brandeis & PON, 2018
SUMMARY
Brandeis ‹N°›
© Alain Lempereur, Brandeis & PON, 2018
People
Problems
Process
Mandate
CIRCLE OF RESPONSIBLE NEGOTIATION
Comprehension
Conviction
CompetitionCooperation
Transaction
RELATION
RESOLUTION
IMPLEMENTATION
Brandeis ‹N°›
© Alain Lempereur, Brandeis & PON, 2018
RESPONSIBLE
NEGOTIATION & LEADERSHIP
Alain Lempereur, Brandeis University & Harvard PON
THANK YOU!
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