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Managing People, Problems and Process: The 3 Pillars (People (Conflict…
Managing People, Problems and Process: The 3 Pillars
People
Conflict because of
Accuser's bias
Negative view about others
Accuse others, their personality and their character
Bad intentions to them
Excuser's bias
Postitive view about ourselves
Excuse ourselves
Invoke our good intentions
Blame the situation
Solution
Empathy
Put yourself in their shoes
Listen actively
Assertiveness
Put them in your shoes
Speak actively
Problems
Negotiator's dilemma
Cooperative + Cooperative
No problem
Win Win equilibrium
Cooperative + Competitive
Win lose situation
Problem
Competitive + Competitive
Hard agreement
Solution
First cooperate Then compete
Cooperate
Create value
Win win approach
Take risks
Compete
Claim value
Make profits
Win win approach
Process
Agent's dilemma
External reputation
Be good to represent your own boss
Internal reputation
Preserve your reputation
Solution
Act as Principal's Delegate
Apply the mandate
Be loyal to principal as an agent
Act as Principal's Trustee
Implement the deal
Protect your reputation as a dealmaker
Conclusion
Be a good negatiator
Managing attention
Finding equilibrium of the 3 pillars