Negotiation Theory for Geeks
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Negotiation Theory for Geeks
Leslie HawthornRed Hat
@lhawthorndevconf.cz 2013
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http://www.flickr.com/photos/joi/5348068433/
“The projects that have been the most successful... are good at all sorts of ‘soft skills’” David Eaves
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Negotiations in FOSS Projectsa.k.a. “Why we’re all here today”
● Mailing list discussions● Bugs marked as “won’t fix” then reopened● Patch reviews● Bug triage● Roadmap creation / feature prioritization● Personal grievances
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Harvard Negotiation Project
Several books in this ‘series’ including
● Getting to Maybe● Getting Past No● Getting Together:
Building Relationships as We Negotiate
Image Source: amazon.com
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See http://hawthornlandings.org/2011/08/02/negotiation-avoiding-the-vale-of-suck-starts-with-you/
Having conversations with your friends is easy
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See http://hawthornlandings.org/2011/08/02/negotiation-avoiding-the-vale-of-suck-starts-with-you/
We needlessly assume other conversations must be painful
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Be Willing to
Askfor What
You Need
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● Ask the other party what they needto be successful
● Find common ground● Reach agreement● If you cannot reach agreement,
find the most optimal solution for both parties
● It is OK to not reach agreement
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Practice Radical Honesty
Radical honesty ! =
being a tactless jerk
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Behaving Diplomatically
…is not the fine artof being disingenuous.
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http://www.flickr.com/photos/jonnygoldstein/4564003386/
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Focusing on outcomes instead of goals precludes finding more optimal results
http://ww
w.flic kr.com
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Do you want
to be right?
~ or ~
Do you want
to win?
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Ways to WinUsing Objective Criteria to Reach Agreement
● “Health and safety standard requirements require that we build in at least two drains ....”
● “The Kelly Blue Book listed value for this car is 10000 USD less than the price quoted ....”
● “We may be too close to this topic to effectively understand each other’s point of view. A mediator would be helpful ....”
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Your Project: Creating Ways to WinObjective Criteria for Software
● Conforms to style guide● Passes unit tests● Provides full test coverage● Modding up feature requests / bugs in the issue
queue
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Effective Communication Builds Relationships
http://www.flickr.com/photos/83665349@N00/5260961635/
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See http://hawthornlandings.org/2011/08/02/negotiation-avoiding-the-vale-of-suck-starts-with-you/
Having conversations with your friends is easy
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When You Cannot Reach Agreementa.k.a. The Power of a Positive No
BATNA:
Best Alternative to No Agreement
● What compromise can be effective for both parties?
● How can the relationship be preserved?
http://www.flickr.com/photos/maureendidde/4898190424/
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Solicit Commitment
● State explicitly planned next steps
● Ensure both parties understand what is expected of them
● Call people on it – gently – when they don’t follow through.
http://www.flickr.com/photos/toolstop/4546008967/
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Practice Radical Empathy
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How To: Communicating Successfully
● Listen to Other’s Viewpoints● Mirror / Paraphrase Their View● Acknowledge Their Interests● Affirm Their Goals● Create Agreement or BATNA
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The Only
SecretYou Need
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The secret to being an effective community leader is
genuinely caring about the health and well being of your project,
your community members, and your fellow human beings.
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…even especially when they annoy the crap out of you.
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Leslie Hawthorn — @lhawthornhawthornlandings.org
Questions?
Thank you!
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Resources
● Randy Pausch’s Last Lecture: http://www.cmu.edu/randyslecture/
● David Eaves’ Blog: http://eaves.ca/
● The Center for Non-Violent Communication: http://www.cnvc.org/
● The Harvard Negotation Project: http://www.pon.harvard.edu/category/research_projects/harvard-negotiation-project/
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The Legal Bits
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Commons license or considered fair use.
This presentation is licensed CC-BY SA-3.0http://creativecommons.org/licenses/by-sa/3.0/
Please use, remix and share widely!