Psychology of Stakeholder
Management
Presentation made at PMI Conclave – Mumbai – Jan 2015
WON TOP HONORS
PMI National Conference – Sept
2014
1. Themes of Psychology
2. Recommendations for PMs
Themes of Psychology
Influencing
Negotiation
Alignment
Influencing
Dr. Robert
Cialdini
Six Principles
Influencing -Reciprocity
Iskon disciple would give flower as a gift
Another disciple standing next would ask
for a donation.
It was hard to then refuse a smiling
request for a small donation
People tend to return a favor
How a $0.05 flower can
bring in thousands in
revenue ?
Joshua Bell
and the
Subway
Experiment
Influencing -Authority
Played as an incognito at the subway station
and no one paid attention
Collected $52 from passersby
Earned considerably more playing the same
repertoire at a concert
Need to establish credentials to Influence
Influencing –Social Proof
Asch
Conformity
Experiment
Individual's own opinions are influenced
significantly by those of a majority group
To influence use the horizontal peer power
Negotiation
Leigh
Thompson
How to effectively Negotiate ?
Focus on needs not positions
Create positive environment
Negotiation - Needs Vs. Positions
Position
What is required
Need
Why it is required
Address Needs and not Positions
Negotiation - Create positive environment
If negotiators see positive outcomes, they
tend to be more inclined to reach
agreements
Alignment of Stakeholders
Realistic Conflict Theory
provides insights into achieving
Stakeholder alignment
Robert Cave
experiment
Alignment of Stakeholders
Avoid competition for the same goals
Have Super Ordinate goals
Develop Shared goals
Muzafer
Sheriff
Psychology for managing people dimension
- Influence: The Psychology of Persuasion By Robert Cialdini
- Harnessing the Law of Reciprocity
- http://www.projectmanagement.com/blog/Voices-on-Project-Management/7945/
-http://www.blcopywriting.com/what-the-hare-krishna-can-teach-you-about-marketing
- http://www.blcopywriting.com/what-the-hare-krishna-can-teach-you-about-marketing
-Law of Authority
- Joshua Bell - http://en.wikipedia.org/wiki/Joshua_Bell
- The Mind and Heart of the Negotiator by Leigh Thompson
- Focus on Needs not Positions - http://web.mit.edu/negotiation/www/NBivsp.html
- Realistic Conflict Theory
-http://en.wikipedia.org/wiki/Realistic_conflict_theory
-Robbers Cave Experiment
-http://www.simplypsychology.org/robbers-cave.html
References
Videos
Influence : Science of Persuasion -
https://www.youtube.com/watch?v=cFdCzN7RYbw
Social Proof - ASCH experiments
https://www.youtube.com/watch?v=DQ7r8iy8r6A
Authority – Joshua Bell Washington Post experiment
https://www.youtube.com/watch?v=LZeSZFYCNRw

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Psychology of Stakeholder Management

  • 1. Psychology of Stakeholder Management Presentation made at PMI Conclave – Mumbai – Jan 2015
  • 2. WON TOP HONORS PMI National Conference – Sept 2014
  • 3. 1. Themes of Psychology 2. Recommendations for PMs
  • 6. Influencing -Reciprocity Iskon disciple would give flower as a gift Another disciple standing next would ask for a donation. It was hard to then refuse a smiling request for a small donation People tend to return a favor How a $0.05 flower can bring in thousands in revenue ?
  • 7. Joshua Bell and the Subway Experiment Influencing -Authority Played as an incognito at the subway station and no one paid attention Collected $52 from passersby Earned considerably more playing the same repertoire at a concert Need to establish credentials to Influence
  • 8. Influencing –Social Proof Asch Conformity Experiment Individual's own opinions are influenced significantly by those of a majority group To influence use the horizontal peer power
  • 9. Negotiation Leigh Thompson How to effectively Negotiate ? Focus on needs not positions Create positive environment
  • 10. Negotiation - Needs Vs. Positions Position What is required Need Why it is required Address Needs and not Positions
  • 11. Negotiation - Create positive environment If negotiators see positive outcomes, they tend to be more inclined to reach agreements
  • 12. Alignment of Stakeholders Realistic Conflict Theory provides insights into achieving Stakeholder alignment Robert Cave experiment
  • 13. Alignment of Stakeholders Avoid competition for the same goals Have Super Ordinate goals Develop Shared goals Muzafer Sheriff
  • 14. Psychology for managing people dimension
  • 15. - Influence: The Psychology of Persuasion By Robert Cialdini - Harnessing the Law of Reciprocity - http://www.projectmanagement.com/blog/Voices-on-Project-Management/7945/ -http://www.blcopywriting.com/what-the-hare-krishna-can-teach-you-about-marketing - http://www.blcopywriting.com/what-the-hare-krishna-can-teach-you-about-marketing -Law of Authority - Joshua Bell - http://en.wikipedia.org/wiki/Joshua_Bell - The Mind and Heart of the Negotiator by Leigh Thompson - Focus on Needs not Positions - http://web.mit.edu/negotiation/www/NBivsp.html - Realistic Conflict Theory -http://en.wikipedia.org/wiki/Realistic_conflict_theory -Robbers Cave Experiment -http://www.simplypsychology.org/robbers-cave.html References
  • 16. Videos Influence : Science of Persuasion - https://www.youtube.com/watch?v=cFdCzN7RYbw Social Proof - ASCH experiments https://www.youtube.com/watch?v=DQ7r8iy8r6A Authority – Joshua Bell Washington Post experiment https://www.youtube.com/watch?v=LZeSZFYCNRw