Attempt to distill leadership, change, conflict, and negotiations into a simple yet powerful primer for a specific audience.

1. Leadership, Change, &
Negotiations…a primer.
Presented by Ed Hernandez

2. Why Lead?
 Leadership is…
 Everyone Listens to you?
 You listen to everybody?
 Or…a relationship?
Leadership is a relationship between those who aspire to lead and
those who choose to follow. Sometimes the relationship is one-to-many.
Sometimes it‟s one-to-one. But regardless of whether the number is one
or one thousand, leadership requires engaging others.
-The Leadership Challenge (5th Edition), 2012, (p30)
How do you engage others…Start with Why!
LCN Primer – By Ed Hernandez

3. Thoughts?
 Next time you are networking, don‟t ask what
you do for a living…ask why you do it?
 Are leaders born or made?
 Yes, of course, all leaders are born. We‟ve never met
a leader who wasn‟t!
 The truth is that leadership is an observable set of
skills and abilities that…can be strengthened, honed,
and enhanced if we have the motivation and
desire, the practice and feedback, and the role
models and coaching.
-The Leadership Workshop Facilitator‟s Guide (4th Edition), 2012, (p6)
LCN Primer – By Ed Hernandez

4. Traits of effective leaders.
 “They practice what they preach”
 “They walk the talk”
 “Their actions are consistent with their words”
 “They actions are consistent with their words”
 “They put their money where their mouth is.”
 “They do what they say they will do.”
LCN Primer – By Ed Hernandez

5. How do you (as leaders)
affect change?
 It depends…
 What it depends on:
 Why…change is needed or desired
 What…is being changed and who will it impact
 How…will this improve or change the status quo
LCN Primer – By Ed Hernandez

6. Lewin‟s Change Model
 Lewin‟s Why to Change…
 "Motivation for change must be generated before
change can occur. One must be helped to re-
examine many cherished assumptions about oneself
and one's relations to others.”
 This is the first stage in “Unfreezing” from which
change begins…preparing the organization to
accept that change is necessary, which involves
break down the existing status quo before you can
build up a new way of operating.
LCN Primer – By Ed Hernandez

7. Lewin‟s Change Model (cont.)
 Change…is the only constant – Heraclitus, Greek philosopher
 In order to accept the change and contribute to
making the change successful, people need to
understand how the changes will benefit them.
 Unfortunately, some people will genuinely be
harmed by change…you need to foresee and
manage these situations.
 Time and communication are the two keys to
success for the changes to occur.
 Re-freezing…creating a new and safe sense of
stability in the new ways of working.
LCN Primer – By Ed Hernandez

8. But how do you make
change succeed?
 Kotter‟s 8 Step Model furthers Lewin‟s thoughts…
 Create a sense of urgency (Un-freeze)
 Form a powerful coalition
 Create a vision for change
 Communicate the vision
(Change)
 Remove Obstacles
 Create short-term wins
 Build on the change
 Anchor the change in corporate culture (Re-freeze)
-Mindtools, 2013
LCN Primer – By Ed Hernandez

9. Thoughts?
 As leaders, or change agents, you must leverage
lessons from your peers, mentors, or coaches to
remove obstacles…as change means the potential
for conflict.
 How do you resolve conflict?
 Do you negotiate or advocate for your position
or an interest?
 Do you get your way, give away the farm, or
compromise?
LCN Primer – By Ed Hernandez

10. Conflict.
 Is Conflict good or bad?
 How do you feel a/b conflict?
 What do you think a/b conflict?
 What are the consequences of conflict?
 Conflict is a process that begins when one party
perceives / believes that some other party is, has
been, or will be negatively affecting something that
party cares about.
 Someone is, was, will be frustrating your goals.
LCN Primer – By Ed Hernandez

11. Major Approaches to
Handling Conflict
E Kass, Negotiations Seminar, 2013
LCN Primer – By Ed Hernandez

12. Negotiating is a strategy to
resolve conflict.
 Questions to ask:
 Do I care a/b this person after this issue is resolved?
 Will I ever see this person again?
 Do I need to even negotiate with him/her?
 What is my BATNA?
 Best Alternative to a Negotiated Agreement
 What is their BATNA?
 Is it a fixed pie or can we expand the offering?
 What is it that we really want?
LCN Primer – By Ed Hernandez

13. Distributive vs. Integrative
Negotiations
 Distributive Negotiations occur when there is a fixed
pie or a belief of limited and scare resources.
 Knowledge is power…don‟t lose it.
 Be ready to walk away (what is your reservation
point…when does it become a „bad‟ deal)
 Integrative leans towards „expanding the pie‟
 How to expand the pie:
 Asking questions a/b interests and priorities
 Sharing information on your interests/priorities
 Brainstorm ideas to meet those interests
LCN Primer – By Ed Hernandez

14. 10 Best Strategies for
Negotiators
1. Be Prepared
2. Diagnose the fundamentals structure of the
negotiation
3. Work the BATNA
4. Be willing to walk away
5. Master Paradoxes (contradictory elements)
6. Remember the intangibles
7. Actively manage coalitions
8. Savor and protect your reputation
9. Remember that rationality and fairness are relative
10. Continue to learn from the experience
-Essentials of Negotiation, R Lewicki, 2011, (p251)
LCN Primer – By Ed Hernandez