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News, Insights, editorial and comments on hot topics relating to Strategic Partnerships
Negotiation Skills
Business Relationship Management
This post is an aide-memoire for Business Relationship Managers to help identify the key elements in negotiation with Business stakeholders . It is part of a series of posts on how to influence others. There are four considerations when negotiating: People Maintaining the relationship and the dialogue is the first priority. This means making allowances for emotions (both yours and theirs) mis-perceptions, mis-communication, and different methods of expression. Discuss the other parties values and perceptions. Acknowledge their concerns, agenda, wants…
The Vocabulary of IT Business Partnering
Business Relationship Management
I come away from reading various consulting surveys that one of the key messages is that: IT stakeholders should partner strategically with Business stakeholders more. This is an easy itch to scratch and something that I have responded to my company's offer of services. However this thinking panders to stereotype roles and ways of (not) engaging. Is the paradigm so simple? Business stakeholders accuse IT stakeholders of not engaging, or the efforts to engage are not credible. IT stakeholders have…
Conflict Management Skills
Business Relationship Management
This post is an aide-memoire for Business Relationship Managers to help manage conflict with Business stakeholders . It is part of a series of posts on how to influence others. Now we’re comfortable with the crucial selling skills needed for influence, but what if our interactions don’t go as planned? There are five strategies to dealing with conflict, each of which have merit - this can vary depending on the context in a given situation. Your preference can be determined…
