Getting Agreement in Six (not so) Easy Steps

Getting Agreement in Six (not so) Easy Steps PDMA Product Camp Twin Cities 2016

Brian Eshult – PMP, CSM, CSPO § Team leader for over 9 years § Specializing in helping high-tech teams

deliver results.

Six Steps to Buy-in § Comes from Theory of Constraints

- Thinking Process § Amazing process for clarifying solutions

and executing organizational changes

Session Goal § At the end of this session you should: § Have some new tactics for communicating your

next idea/proposal § Have some new tactics on how to get an existing

idea/proposal unstuck

Getting agreement is hard on complex issues. § How many of you have failed to convince

someone of an idea you really thought was great?

Are people inherently resistant to change and new things? § Either way – we need to take resistance

into account § Work on what we can control § Remember we don’t always communicate

as well as we think

Bizarro – by Dan Piraro

How The Steps Help § Forces YOU to think through your idea § Prepares you to deal with resistance § Helps ensure real buy-in, not just

agreement

The Six Steps to Buy-in

1.  Agreement on Problem 2.  Agreement on Direction of Solution 3.  Agreement on Solution Details 4.  Address Negative Side Effects 5.  Address Major Obstacles 6.  Get Commitment

Step 1: Agreement on the Problem § Don’t waste time on solutions for the

wrong problem. § Resistance to details might really be

something more – disagreement on the problem.

Step 1: The “Core” Problem § Dig down into root causes § Which problem should you address?

Step 1: The “Core” Problem § Example scenario for explaining the steps:

Taking a Trip

Step 1: The “Core” Problem

Trip Example

Statement “We need to get from St. Paul to

L.A. for the family reunion.”

Response “Look, I really just want a vacation

somewhere warm.”

Practice Step 1 § 1 minute § Pick an idea you need buy-in on §  Identify what you see as the core problem §  Identify what other people might see

Step 2: Agreement on Direction of Solution § Don’t rush to detailed solutions. § Get agreement on the high-level approach

Step 2: Direction of Solution

Trip Example

Direction A “Let’s fly to the reunion in L.A.”

Direction B

“No, let’s drive.”

Delivery Advice § Be ready to advocate for your position AND § Listen and be open to better ideas

§ Collaborative attitude § Helps build buy-in § Gets better results

Practice Step 2 § 1 minutes § Your high-level strategy, method § Alternatives others might suggest § Jot down key points that support your position

§ 3 minutes § Find a partner § Discuss problem and direction of solution

Step 3: Agreement on Solution Details § NOW get into the details § Show how your proposal solves

the problem you agreed on. § Who, what, when, how?

Step 3: Solution Details

Trip Example

“Here is my detailed driving plan, with timelines, routes, and hotels

that will get us to L.A. for the reunion.”

Step 4: Address Negative Side Effects § YES, BUT…

§ YES, the plan will solve the problem § BUT, it will cause ANOTHER ONE § How can you overcome, eliminate, tolerate

these side effects?

Step 4: Negative Side Effects

Trip Example

“Driving will get us there, but cost too

much. We won’t have money for a tour of the stars homes.”

Step 5: Address Obstacles § YES, BUT… § YES, the plan will solve the problem § BUT, it we can’t do it BECAUSE OF… § How can you overcome, eliminate, tolerate

these obstacles?

Step 5: Obstacles

Trip Example

“Yes driving will get us there, but our

tires are so old. They’ll never make it.”

Delivery Advice § Don’t get defensive when people bring up

obstacles or side effects. § Engage their expertise to help with

solutions § You (and your solution) are not perfect §  It becomes “our” plan §  Increases buy-in

Practice Steps 3, 4, 5 § 1 minute to jot down: § A few key details of your plan § Potential negative side effects § Potential obstacles

§ 3 minutes § Discuss with a partner

Step 6: Get Commitment § DO NOT assume commitment to action § Confirm Commitment § Get promises, signatures, etc.

Step 6: Get Commitment

Trip Example

Statement “So, I’m going to buy new tires and start

booking hotels for the trip. OK?”

Response “Well, I’m not really comfortable driving late at night. I’m not sure I can do this.”

Practice Step 6 § 1 minute § Make a list of key people/stakeholders § How will you know they are committed?

1 2 3 4 5 6

Simple Right? § Helps YOU plan ahead. § You will learn things along the way.

Questions § Now

§ Later § [email protected]

Session Goal - Survey § New tactics for communicating your next

idea/proposal? § New tactics on how to get an existing idea/

proposal unstuck?

Feedback Welcome § Please send me feedback on this session! § @beshult § [email protected]

Sources § AGI – Theory of Constraints Thinking

Process (Jonah) Training Course www.goldratt.com

§ Goldratt TOC Satellite Program, 1999

Thank you !