Psychology of stakeholder management sept 2016 - v2
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This document discusses the importance of psychology in stakeholder management. It identifies some key challenges project managers face in dealing with stakeholders, such as identifying powerful stakeholders early, influencing without authority, and effective negotiation. It then provides guidance on how to address these challenges, drawing from experts in psychology and negotiation. The document emphasizes understanding sources of power, using principles of persuasion to influence others, focusing on interests rather than positions in negotiation, and building relationships with stakeholders through effective communication and collaboration.
Psychology of stakeholder management sept 2016 - v2
- 1. Psychology of Stakeholder Management PMI – Chennai Chapter – KSS – 10 Sep 2016
- 2. http:/tinyurl.com/h838owf Can you please participate in the following survey ? Many thanks for your support
- 3. WON TOP HONORS PMI National Conference – Sept 2014 Managing GEN-Y Talent Psychology for Project Management Creative Thinking National Conference Publication Psychology for strong Business IT alignment Spoke at many events
- 4. Why Psychology? Conclusion 01 02 03 Challenges Identify powerful stakeholders early Influence without authority Effective Negotiation Agenda
- 5. Why Psychology Human Factors are key to Project Success Jonathan Haidt - Psychologist Psychology can help PMs understand the human factors, analyze their interactions & manage them efficiently
- 6. How to identify powerful stakeholders early ? How to Influence without authority ? How to Negotiate effectively ? How to avoid pitfalls in understanding the needs of the stakeholders ? How do we plan to get stakeholder buy-in? How to create a collaborative environment ? How to effectively communicate ? How to manage resistance ? How to build relationships ? Stakeholder Management Challenges
- 7. How to Identify Powerful Stakeholders Early? Understand Sources of Power
- 8. Understand Sources of Power • Legitimate • Reward • Coercion Structural Basis of Power • Expertise • Information • Charisma Personal Basis of Power • Priming • Belief Cognitive Basis of Power
- 9. How to Influence Without Authority? Dr. Robert Cialdini Six Principles of Persuasion
- 10. How to Influence Without Authority?- Reciprocity A $0.05 flower bring in thousands in revenue People tend to return a favor
- 11. How to Influence Without Authority?- Authority Joshua Bell and the Subway Experiment Need to establish credentials to Influence
- 12. How to Influence Without Authority?- Social Proof To influence use the horizontal peer power Asch Conformity Experiment O Power – 2:00 – 3:30
- 13. How Negotiate Effectively ? Roger Fisher William Ury
- 14. How Negotiate Effectively ? … Separate people from the problem Focus on Interests not Positions Invent the options for mutual gain Insist on using objective criteria
- 15. Focus on Interests not Positions Position – What is Required? Interests – Why is it Required?
- 16. “Let us never negotiate out of fear But let us never fear to negotiate “
- 17. Conclusion Need for Psychology Sources of Power Influence Negotiation Recommendations Stakeholder Management Psychology
- 18. Further Reading
- 19. Thank You Ramanand Garimella Global Competency Head - Program Management [email protected] TCS
- 20. References 1. https://www.infoq.com/articles/standish-chaos-2015 2. Scott DeRue, “Influencing People: Building Your Base of Informal Power”, Coursera, Unit1 3. Emily Lawson and Colin Price, “The psychology of change management”, McKinsey Quarterly - June 2003 4. Dr. Robert B. Cialdini, “Influence: The Psychology of Persuasion” , Publisher - Harper Collins 5. Dariusz Dolinski et all, “Dialogue Involvement as a Social Influence Technique”, Personality and Social Psychology Bulletin, 2001 6. Sharon De Mascia, “Project Psychology”, Publisher – Gower, pp 73-86 7. Principled Negotiation - https://en.wikipedia.org/wiki/Principled_negotiation