Month: November 2023

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Executive Coaching Leadership Development Negotiation Videos

Executive Coaching Toolkit: Negotiation

Negotiation Skills

As an executive coach helping managers advance in their careers, I have found that negotiation is one of the most critical competencies. Negotiation skills are an essential leadership development topic because they enable leaders to navigate complex interpersonal dynamics, resolve conflicts, make informed decisions, build relationships, and achieve their organizational goals effectively. Strong negotiation skills can enhance a leader’s ability to lead, influence, and succeed in various leadership roles and contexts.

A number of my executive coaching clients often ask me for resources on different leadership competencies. Therefore, I have identified eight YouTube videos by notable negotiation experts addressing various aspects of improving your negotiation skills.

  • The Art & Brain Science of Negotiation by Laurel Bellows and Donna Marino
  • Secrets of Power Negotiating by Roger Dawson (Animated Book Review)
  • Getting More by Stuart Diamond (Five Minute Mastermind)
  • The Art of Negotiation: Six must-have strategies by Gillian Ku
  • Getting What You Want by Margaret Neale
  • The Art of Negotiation by Maria Ploumaki
  • Negotiation Skills Top 10 Tips by Antony Staff
  • Never Split the Difference by Chris Voss

The Art & Brain Science of Negotiation by Laurel Bellows and Donna Marino

This audio recording from the CAP STRAT Women’s Forum explores the psychological aspects of negotiation, providing insights on human behavior and decision-making during negotiations. Dr. Marino addresses the psychological brain response to each step and solutions for overcoming fear, self-sabotage, and other physiological responses that interfere with effective negotiation.

Secrets of Power Negotiating by Roger Dawson (Animated Book Review)

This animated book review of Roger Dawson’s work, Secrets of Power Negotiating, explores flinching on proposals (asking for more than you want), bracketing (exploring the settlement range of what you want and what your negotiation partner wants to pay), and splitting the difference (never!). 

Getting More by Stuart Diamond (Five Minute Mastermind)

Stuart Diamond, a negotiation expert, explains in this video the strategies and principles behind successful negotiations in both professional and personal life including: essential strategies, including embracing diverse perspectives, cultivating trustworthiness, mastering the art of preparation, harnessing emotional intelligence, adopting a flexible mindset, conquering with incremental success, communicating with impact, and pursuing mutual wins.

The Art of Negotiation: Six must-have strategies by Gillian Ku

A short and informative video that provides a quick overview of key negotiation principles and strategies including six interpersonal principles of how we interact with people that affect one’s ability to influence and persuade others including reciprocity, commitment and consistency, and authority. A number of my executive coaching clients often seek to develop both influence and negotiation skills to advance their goals.

Getting What You Want by Margaret Neale

In this video, Neale explores negotiation through the lens of problem solving. The goal is not to get a deal; the goal is to get a good deal. Three questions to prepare women to enter a negotiation: Why are you asking? How are you asking? For whom are you asking?

The Art of Negotiation by Maria Ploumaki

Ploumaki describes negotiation through three frames: logic, emotion and reputation. She emphasizes three practical tips on how to think and interact during a negotiation including resilience, kindness, and managing our reactions during negotiations. Many of my executive coaching clients have transformed their leadership effectiveness by developing their emotional intelligence – an essential skill for managing ones’ reactions during stressful negotiations.

Negotiation Skills Top 10 Tips by Antony Staff

This video offers practical advice on negotiation techniques and how to achieve better outcomes using 10 key strategies:

  1. Don’t negotiate unless you need to
  2. Don’t negotiate with yourself
  3. Never accept the first offer
  4. Never make the first offer
  5. Listen more and talk less
  6. No free gifts
  7. Watch out for the salami effect
  8. Avoid the rookies regret
  9. Never make a quick deal
  10. Never disclose your bottom line

Never Split the Difference by Chris Voss

How do FBI hostage negotiators never split the difference? Can you use the same techniques? Chris Voss draws upon his 24-year career with the FBI to show you in this video how to use tactical empathy with the “bad, the mad and the sad” in your daily life to never split the difference and still have great relationships.

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Dr. Kevin Nourse is an executive coach helping newly hired or promoted executives thrive. He founded Nourse Leadership Strategies, an executive and team coaching firm based in Palm Springs, CA. Kevin works with leaders and teams throughout California including Riverside, San Bernardino, Los Angeles, Irvine, Orange County, San Diego, Ventura, Santa Barbara, San Francisco, and Sacramento.  Contact him at 442.420.5578 (call or text) or kevin@nourseleadership.com

Categories
Executive Coaching Leadership Development Strategic Planning Strategic Thinking Videos

Executive Coaching Toolkit: Strategic Thinking

Strategic thinking

Executive coaching is a powerful form of leadership development that focuses on helping leaders learn and develop to advance their leadership careers. As a coach, I have found that strategic thinking is one of the most critical competencies. Strategic thinking is vital for emerging leaders because it enables them to navigate the complexities of their roles, make informed decisions, and lead their organizations toward success in a dynamic and competitive environment. It helps leaders chart a clear course for the future and effectively allocate resources, all while fostering innovation and adaptability within their teams.

A number of my executive coaching clients often ask me for resources on different leadership development competencies. Therefore, I have identified teen YouTube videos by notable negotiation experts addressing various aspects of improving your strategic planning skills:

  • Mastering the Art of Strategy with Richard Rumelt
  • Blue Open Strategy with Harvard Business Review
  • Effective Business Strategy with A.G. Lafley
  • The Biggest Mistake I See: Strategy First, Urgency Second with John Kotter
  • Mintzberg’s 5 P’s Of Strategy in 2 Minutes with European Graduate School of Management
  • Ansoff Matrix Approach to Business Strategy with Igor Ansoff
  • Disruptive Strategy with Clayton Christensen
  • Dynamic Strategy and the End of Competitive Advantage with Rita McGrath
  • Strategic Planning & Strategic Innovation with Gary Hamel
  • Aligning Strategy & Project Management with Michael Porter

Mastering the Art of Strategy with Richard Rumelt

Richard Rumelt, discusses the importance and rarity of true strategy in organizations. Rumelt advocates for a challenge-based approach to strategy, where organizations identify and overcome the most critical and addressable challenges. He emphasizes the need for companies to break free from habitual thinking and engage in honest conversations about their challenges. Rumelt also touches on the difficulties of resource allocation in organizations and the importance of empowering individuals to drive innovation within the company.

Blue Ocean Strategy with Harvard Business Review

In this video, Cirque du Soleil is the focus of the exploration of the Blue Ocean Strategy. The theory suggests that the business world consists of two types of markets: red and blue oceans. Red oceans represent existing industries with fierce competition, while blue oceans are unknown markets where leaders must create demand. Cirque du Soleil created a blue ocean by blurring the lines between circus and theater, attracting a new customer base willing to pay premium prices.

Effective Business Strategy with A.G. Lafley

In this video, A.G. Lafley, former CEO of Procter & Gamble, discusses the fundamental principles of effective business strategy. He emphasizes that successful strategies focus on winning in a specific market with a particular group of customers or consumers. He suggests that many organizations need a clear plan or have flawed strategies by trying to cater to everyone instead of making focused choices on where to play and how to win. Lafley believes that regardless of the industry or company size, creating and retaining loyal customers is the ultimate measure of success. I have heard numerous stories from my executive coaching clients about their frustrations with the lack of focus in their strategic plan and attempts to be all things to all of their clients.

The Biggest Mistake I See: Strategy First, Urgency Second

In this video, Kotter addresses a common misconception in organizations regarding implementing change. They point out that many believe the first step is data gathering, analysis, and creating a new strategy before getting approval and executing it. While this approach works well for small to medium changes, it must catch up when making significant changes. To achieve substantial progress, a large number of motivated individuals must be involved, and the process should engage both the head and the heart.

Mintzberg’s 5 P’s of Strategy with the European Graduate School

In this short and sweet video, the speaker explores Henry Mintzberg’s 5 P’s of strategy, providing different viewpoints for decision-making in strategy: 

  • Plan refers to the purpose and intended destination of the strategy.
  • Ploy relates to specific tactics used to outsmart competitors. 
  • Pattern encompasses the behaviors and actions taken regularly based on past successes. 
  • Position identifies where a company stands concerning its direct competitors on the playing field. 
  • Perspective focuses on internal culture and collective thinking.

Ansoff Matrix for Business Strategy & Growth with Igor Ansoff

This video introduces the concept of the Ansoff Matrix in a simple and easy-to-understand way. The Ansoff Matrix is a popular business model used for devising growth strategies for a business. It consists of four quadrants plotted across an X and Y axis, with the X-axis representing existing products and new products and the Y-axis representing existing markets and new markets. The four strategies identified in the matrix are market penetration, product development, market development, and diversification, each with varying levels of risk.

Disruptive Strategy with Clayton Christensen

Christensen discusses the disruptive strategy employed in reimagining online education. The aim is to create an immersive and engaging platform that offers an interactive experience. By utilizing the theory of innovation, companies can understand customer needs and develop products that effectively meet those needs. Through real-life case studies and interactive features, learners can apply these concepts and gain a deeper understanding of how they work in a business context.

Dynamic Strategy and the End of Competitive Advantage with Rita McGrath

McGrath discusses the concept of the end of competitive advantage in this video and how it is shifting the way we think about strategy. She explains that in today’s transient advantage economy, sustainable competitive advantage is rare and that organizations are now dealing with temporary benefits. McGrath tells a story about Fujifilm and Kodak to illustrate this point, highlighting how Fujifilm could adapt to the changing market and thrive while Kodak struggled and eventually went bankrupt. She introduces the idea of competing in arenas, where organizations contest a pot of addressable resources, and emphasizes the importance of continuous reconfiguration, healthy disengagement, deft resource allocation, and innovation in this dynamic environment.

Strategic Planning & Innovation with Gary Hamel

Gary Hamel, an expert on strategy and innovation, argues in this video that traditional strategic planning is becoming obsolete. He suggests that most organizations focus too heavily on planning rather than creating new strategic options, resulting in a need for more exciting ideas. Hamel suggests that leaders should act as strategy editors, selecting the most promising ideas from a bottom-up approach. He highlights the importance of thinking about the business holistically, considering advantages, leverage, increasing returns, network effects, and capabilities. Hamel discusses a case study with Adidas and how thousands of employees were trained to think like innovators and created numerous strategic opportunities. Hamel’s bottom line: discovering strategy needs to be open and bottom-up while making selective choices based on advantages and potential returns. His conclusion is shared by many of my executive coaching clients who discover the power of empowering their teams with skills in strategic thinking and innovation.

Aligning Strategy & Project Management with Michael E. Porter

Harvard Professor and former aerospace engineer, Michael Porter, discusses in this video the importance of aligning strategy and project management within an organization. Porter argues that projects are embedded in a strategy and if strategies aren’t clearly considered, how can the necessary project specifications be determined? 

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Dr. Kevin Nourse is an executive coach helping newly hired or promoted executives thrive. He founded Nourse Leadership Strategies, an executive and team coaching firm based in Palm Springs, CA. Kevin works with leaders and teams throughout California including Riverside, San Bernardino, Los Angeles, Irvine, Orange County, San Diego, Ventura, Santa Barbara, San Francisco, and Sacramento.  Contact him at 442.420.5578 (call or text) or kevin@nourseleadership.com

Categories
Healthcare Team Coaching Team Effectiveness

Executive Team Coaching: 4 Ways to Build Alignment

Building alignment on a team is essential for helping improve leadership team effectiveness. As a result of my work doing executive team coaching in a variety of sectors including healthcare, I have observed how teams that lack alignment can suffer in many ways:

  • Missed goals due to the lack of alignment on critical outcomes and accountability for team outcomes.
  • Reduced productivity and inefficiency since team members are not on the same page and may duplicate efforts.
  • Unnecessary conflict and confusion about who is doing what.
  • Decreased morale with team members feeling uncertain about their roles, encountering unproductive conflict, and feeling frustrated with the inability to meet goals.

Here are four executive team coaching strategies to help you improve the effectiveness of your leadership teams.

1: Clearly Defined Goals

Goals should be clearly defined so that team members understand specific outcomes, including actionable tasks and milestones. Just because you as the team leader are clear on goals does not mean your team shares this perspective. A powerful way to test for this is by asking all team members to anonymously write down their understanding of the team goal or vision on a slip of paper. Invite them to pass the goal statement to the person they sit next to multiple times, giving each team member a chance to read everyone’s definition of the goal or vision. Finally, as the team leader, ask the members if there is alignment on the team goal.

2: Two-Way Communication

Two-way communication among team members and the team leader should employ several channels such as emails, regular meetings, and project management tools such as project plans that are easily accessible. Two-way communication allows team members to ask questions and clarify misunderstandings before they fester and damage trust. One great way to ensure alignment in a team meeting is to ask a team member to act as a scribe and record the minutes of the session while they project their computer screen for others to see. As the recorder captures key ideas and accountabilities, team members can validate the commitments before the meeting is over and make course corrections as needed.

3: Establish Roles, Responsibilities and Team Processes

Established roles, responsibilities, and critical team processes so team members understand their focus as well as the focus of their colleagues. Decision-making processes need to be clearly defined so team members understand who owns a decision and who is providing input to a decision. For example, Steve, the team leader, communicates to his team that he is the final decision-maker but invites feedback to help him make the final decision.

4: Ensure Meetings are Effective

Finally, as a team leader you should consider strategies for improving meeting effectiveness by defining agendas in advance, appointing roles, and managing time effectively. Define agendas in advance and distribute them before the meeting to help participants prepare. The agenda should include the desired outcomes, accountabilities for meeting topics, and an estimate of the time allocation. Grant the meeting facilitator the power to interrupt tangent discussions if they occur. Hang some flipchart paper on the wall to capture tangent topics to stay focused. Finally, plan on ending the meeting five minutes early to review the outcomes and accountabilities.

Building alignment on a team is an ongoing process that requires consistent effort and attention. It’s essential to create an environment where team members feel heard, valued, and motivated to work together towards shared objectives. As a leader, your commitment to these strategies can help ensure an effective leadership team.

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Dr. Kevin Nourse is an executive team coach helping teams create amazing results. He founded Nourse Leadership Strategies, an executive and team coaching firm based in Palm Springs, CA. Kevin works with leaders and teams throughout California including Riverside, San Bernardino, Los Angeles, Irvine, Orange County, San Diego, Ventura, Santa Barbara, San Francisco, and Sacramento.  Contact him at 442.420.5578 (call or text) or kevin@nourseleadership.com