Some days ago I have been lucky enough to be part of a conference regarding negotiation and in particular the Mutual Gain Theory.
I have been really impressed by this approach of negotiating and would like to share it for those who didn’t know it until now.
This theory is anything else but trying to reach a win/win agreement with no disappointment on any side. This is the foundation of a solid agreement. It comes originally from the Harvard Negociation Project.
Here are reasons why you should consider Mutual gain when negotiating…
Agreement is rock solid as both parties win
Long term gain instead of short term personal gain
Increase the nulber of parameters negotiated, creating more value
Establish a common understanding of each other interests and thus allow to biuld multiple agreements
Mutual gain ad value to value
I have myself used this method to negociate for years and it gives really good results especially when to established long time relationship.
What I learned from practicing Long trail run…and how I use it at work.
I used to run for years now and mainly on tracks and roads. But for 5 years I am running long trails. I mean more than 50km, in the countryside, defintely outside of roads. Being able to run over 42km of a marathon required something that it takes me some time to realize.
The Power from within
My longuest run was 76km in winter, at night (www.saintelyon.fr). It took me a long long time but preparing this event, I learned a lot about the power that stand within me and training learned me a lot about myself, my life and my profesionnal activity.
To be able to run over 50km a hard training is necessary. During this training you run sometime over 4hours, most of the time by yourself. And that’s the point. Running by yourself allows you to take a step back regarding your daily activities and task and more over it helps you to take hard decisions.
The benefit of the training
I see several benefits regarding such a training regarding my professional life.
I used ot run 5 times per week, most of the time around 1h, sometimes over 4 hours. To be able to deploy such a time consuming routine, planning is key. Save every minute, be efficient in your daily task to free some time around, protect the quality of your recovery, and most important protect your family life. That’s a real discipline which is so close from project management...
Talking about project management, Work Breakdown structure is also of importance. I started during my latest training to real analyse my day as tasks with sensitive ones, ones that could be moved and so one… Back to planning with a kind of critical path. But knowing your task and what is your day made of allows you to focus on what should be done. Work, train, recover, eat, sleep etc…
Achieve intermediate goals
Of course setting goals is one way to stay motivated during the good 5 months of a training period. At the begining, stay focused on sensations and back to the pleasure you have to run. Then put some more ambitious targets etc… That’s exactly what management is and what motivation requires.
Time to think by yourself
Believe me I took some of the most important decision of my life while running (I would add that I took those decisions after 2hours of run…). Being by yourself running allows you to better organise your mind, hypothesis, positive and negative impacts, risks and so on. Everything becomes clear and orgainsed, decisions are cristal clear…
More than all of that…
As all endurance sports, trail running is something that teaches you humility, perseverance, value of hard work, recognition and satisfaction to go behind what you thought was impossible. That’s the main message of long trail running. Nothing is impossible with a good (training) plan.
I have now quite a experience regarding presentation to top management or venture. I also have had the great opportunities to hear from the most inspiring speakers – Loic Le Meur, Eric Ries, Bruno Bonnel… – to starting start-upers… I have gathered here the 10 top thinks I always remember before going in front of an audience. The goal is not to be exhaustive so please add yours as comments.
I used to play Rugby. In Rugby once the kick-off is done there is one thing every coach ask you: impress your opponent. This is done through IMPACT.
When speaking, focus on the impact (not that you play rugby hein…) you have on your audience. Don’t forget that your words count for only 10% of your impact during a presentation. Focus on body language and voice, they’re most important.
VARY! Move in space, change your voice tone, use silence: Again, voice and body are the most important. Use unusual kind of sentences: « Look », « Take note », »We are gone to explore… » Ask questions you answer directly « Is SPOTIFY an AGILE company? Of course it is and I will show you why. »
Track all your verbal tics… « heuu…. »
Nobody knows you did a mistake or planned more time on this subject.
ACQUIRE YOUR AUDIENCE
Involve your audience, remember something shared with your audience (a previous speaker, a joke from a facilitator…)
You’ll understand what a visual tool is @ 5:00 (video in english with french subtitles)
Guy Kawazaki 10/20/30 rule Guy Kawazaki is a former Evangelist at Apple and had been part of a lot of presentations from start-ups seeking for finance.
His rules are simple:
20 minutes maxi
minimum font size 30
I personally try to use those rules as much as possible.
SLIDES ARE FOR AUDIENCE, not for you 😉
Slides are a support, an add-on to your speach. Use it as it aimed for. to push your speach. And don’t ever ever read it!
You only have a few seconds to make the try and win your presentation. Have a pushy start is necessary. you can:
Ask a question to your audience « Who knows the RJD2 band? »
Give an information that shocked « Did you know that XXX millions of infants dies each year from Malaria? »
« Once upon a time… » my favourite. It is mental manipulation. Each time you ear this sentence, whatever you are making, you stop and listen, directly from your deep childhood 😉
And you what are your tips for a powerful presentation?
For most blogs, readers are key. I recently reached the 1k visitors on one of my post. Houha… that’s a lot of people coming to read what I have to tell.
What is interesting is the recipe I found according to this experience on how to reach this level. Let me just explain you what INNOWEO is usually when speaking to visitors and viewed pages.
The standard INNOWEO
INNOWEO is a small non commercial blog speaking about innovation management, the broad side. I usually post 2 articles per day and get around 50 to 100 visitors and around 150 viewed pages: That’s the standard INNOWEO so far. I am trying to rise those figures of course but that’s it at the time. And I am quite happy so far because I think this is ok for a month old blog.
INNOWEO and Twitter
As I am a rookie, I learn all day so I used to launch INNOWEO some times ago without a link to Twitter. I did it afterwards. So my first posts have not been twitted.
Recently I decided that those posts deserved a tweet. I also read a post from Peg Fitzpatrick saying that you should always tweet twice or more your old posts: so did I for the posts that have less than 10 readers.
Day One: The surprise
It came when Eric Ries, the father of Lean Start-up, retweet my original message called « Why did I kickstart Eric Ries? Find out here« . Eric Ries has more than 200k followers on twitter.
In a second the post was viewed by more than 500 times… Let’s have a look at what it means, 2h after my original tweet, on an analytic graph (sorry I worked on it but cannot remove the blurred effect…if you know why this happens, the original snapshot is fine).
393 visitors, 1232 views (on the entire blog). Just x10 views and x5 visitors.
Day 2: Still running
One day later I still had 262 visitors for 1000 pages viewed. But interesting is that this affected my whole blog… not only the article about Eric Ries and kickstarter.
The lessons learned
Focus on your content
Link it with twitter
Cross your fingers for SOMEONE (with a lot of followers) TO RETWEET YOUR CONTENTS!
Prepare such event to happen (I have nothing to capture the people coming on my blog… so nobodies registered on my community. This will be changed soon)
Benchmarking can be a very powerful tool for innovation. I use it very often and it has really to be mastered if you want to avoid falling in usual traps.
Why should innovators and/or project managers benchmark?
I think that most innovators and PM benchmark even without noticing it.
Good pratices identification, sharing of experience, identification of patterns etC… the goods of benhcmarking is not to demonstrate (and there are some more than the ones I have listed here)
As we all know, innovation begins with curiosity. When you benchmark you are actually the most curious woman/ma on earth.
Positionning you and your company among your peers is the most important thing both as an innovator and as a project manager as you have to understand wether you are in good shape and in a good dynamic or if you are close to fall down in the precipice.
What are the common mistakes in benchmarking?
I personnaly use benchmarking for several needs. Each of those topics have their own tricks and issues but one common should be named now:
It is not because it is Google that it will work at home
Meaning that it is not because one practice work perfectly in another company that it will make you the next worldwide leader on your market. Your organisation has its own culture and history, its own employees with their strength and weaknesses, it own processes and own clients. Never forget to take care of that when trying to import something that works outside inside your own company.
How to leverage on benchmarking efforts?
I used always the same approach when benchmarking a company or a internal project etc…
One has to be very humble when benchmarking, humble but visionnary. This very nice process seems to be better than yours but you are not bad and changing will certainly add more troubles than benefis.
Brake, brake, brake.
Always try to espace/avoid/run far from the Wahou effect. A nice presentation, a friendly talk, amazing results on the bottom line are signs that you have to study the situation, not 100% to apply it.
Always in question
The real question you have to ask yourself always and always is:
How will I create special value out of that
That is the only mantra you should have in mind.
Benchmarking is a tool that is very powerful to innovate within your company or your project. You should use it as much as possible with regards to the above issues.
And you, do you see more issues and good practices regarding benchmarking?
Les estimations sont la base du management de projet:
j’estime la durée d’une tache
j’estime le cout d’un développement
j’estime le reste à faire
Que valent nos estimations?
L’expérience montre quel a plupart des estimations de projet sont réalisés en équipe très réduite. Si des process existent, notamment mais pas uqe, dans le PMI, ils sont rarement utilisés à fond, l’idée de fond étant que plus on a d’estimateurs moins on va se tromper.
Cependant, il n’est pas toujours aisé de faire estimer toutes les pahses de son projet par un nombre suffisant de personnes. Et nos estimations ne sont pas toujours très bonnes…
Les managers de projet doivent absolument s’assurer des bonnes estimations de leur projet. Il en va de leur crédibilité et de leur réussite en tant que PM.
Bien entendu les estimations PERT tiennent la corde: PERT = (Optimiste + 4x Plus probable + Pessimiste)/6
Malheureusement souvent on peut y rajouter les aléas pris de gauche à droite par tous les acteurs, le syndrome du « pas fini » qui bride un expert à finir une tache avant son solde d’estimation et la loi de parkinson qui dit, en simplifiant, que les acteurs ont tendance à utiliser tout le temps disponible, même s’ils pourraient finir plus tôt….
Du coup le manager réduit encore plus la taille de ses tâches, et empile les alés ce qui ne va pas dans le sens de projets plus efficaces et plus rapides.
Une des solutions vient de l’approche Value management et propose de n’estimer que des aléas projets et aucun aléa par tâche. On prendra ainsi 50% des aléas par tâches dans un buffer de projets et oublieront les 50% autres. L’estimation de base étant l’estimation la plus mature au sein de l’organisation, a priori un PERT.
J’ai participé récemment à une conférence à Londres sur l’innovation avec beaucoup d’entreprises très innovantes (Facebook, Pixar, Amazon WebService, Google etc…). Le niveau était bien entendu élevé et les discours très intéressants. Cependant, dans la forme, je dois avouer que j’ai été très déçu.
Comment tout ces gens qui sont des références dans le monde de l’innovation et qui ont l’habitude de présenter leurs pratiques et leurs projets peuvent encore nous montrer un slide avec des puces et des listes??? Comment peuvent-ils juste lire leurs slides?
Voici quelques trucs que j’ai trouvés çà et là, appris à mes dépends ou à ceux d’un(e) autre, sur la meilleure manière de devenir un vrai Speaker.
Respectez votre auditoire. Vous prenez du temps à votre auditoire, ne l’ennuyez pas. A la fin de votre intervention, il faut qu’on puisse se dire « Wahou, intéressant! » (a minima).
Bien entendu, ne lisez jamais vos slides, ne faites jamais de listes, de puces ou autres, réservez cela aux articles de blogs 😉
Préparez votre intervention loin de votre ordinateur. Rien de bon ne viendra de lui.
Montez votre intervention comme une pièce de théâtre, avec une mise en place, une montée en pression, un pic dramatique et enfin, une conclusion.
Faites du Lean Powerpoint (ou aquelque soit le logiciel que vous utilisez pour préparer vos supports): enlevez tous les artifices de mise en forme, les animations, les logos qui tournent en flammes etc… Soyez le plus concis et le plus dépouillé possible.
Captez votre auditoire dès la première phrase. Impliquez le, faites le rentrer dans votre histoire, qu’elle devienne la leur. Et oui, on peut faire cela même pour une présentation commerciale.
Répetez jusqu’à ce que votre discours soit fluide et que vous maîtrisiez toutes les nuances de votre message.
Pratiquez, pratiquez, pratiquez.
Et vous, quels sont vos recettes pour une intervention réussie?
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