© Dr Kelvyn Youngman, Sep 2013 1

Two Types Of CloudSession One

Dialectic Arguments & Local/Local Clouds

© Dr Kelvyn Youngman, Sep 2013 2

Two Types Of Cloud

Session One

Introduction

© Dr Kelvyn Youngman, Sep 2013 3

Two Types Of Cloud

• Session 1: Dialectic and didactic overview, dialectic arguments and local/local clouds, synthetic example, difficult conversations, where the UDE’s hide, security and satisfaction

• Session 2: Dialectic and didactic review, didactic arguments and local/global clouds, Machiavelli and the change matrix, synthetic example, security and satisfaction, self-interest and common-interest

© Dr Kelvyn Youngman, Sep 2013 4

Two Types Of Cloud

Session One

Dialectic & Didactic Arguments – Overview

Text Line Or Two

© Dr Kelvyn Youngman, Sep 2013 5

Dialectic & Didactic Arguments

Dialectic Argument – Part to Part Didactic Argument – Part to Whole

There are two forms of argument; dialectic and didactic

Page Counter

Graphic

© Dr Kelvyn Youngman, Sep 2013 6

Dialectic & Didactic Arguments

Dialectic Argument – Part to Part Didactic Argument – Part to Whole

There are two forms of argument; dialectic and didactic

© Dr Kelvyn Youngman, Sep 2013 7

Dialectic & Didactic Arguments

Dialectic Argument – Part to Part Didactic Argument – Part to Whole

Let’s look at dialectic first – it is part to part

Relating to the logical discussion of ideas and opinions, concerned with or acting through

opposing forces

© Dr Kelvyn Youngman, Sep 2013 8

Dialectic & Didactic Arguments

Dialectic Argument – Part to Part Didactic Argument – Part to Whole

Let’s look at dialectic first – it is part to part

Peer to Peer

© Dr Kelvyn Youngman, Sep 2013 9

Dialectic & Didactic Arguments

Dialectic Argument – Part to Part Didactic Argument – Part to Whole

The parts can be in various places – for example peer to peer

Superior to SubordinateSubordinate to Superior

© Dr Kelvyn Youngman, Sep 2013 10

Dialectic & Didactic Arguments

Dialectic Argument – Part to Part Didactic Argument – Part to Whole

The parts can be at various levels – superior to subordinate or subordinate to superior

Group to Group

© Dr Kelvyn Youngman, Sep 2013 11

Dialectic & Didactic Arguments

Dialectic Argument – Part to Part Didactic Argument – Part to Whole

The parts can be of various sizes – such as group to group …

Group to Individual

© Dr Kelvyn Youngman, Sep 2013 12

Dialectic & Didactic Arguments

Dialectic Argument – Part to Part Didactic Argument – Part to Whole

… or even group to individual or individual to group

Part to Part

© Dr Kelvyn Youngman, Sep 2013 13

Dialectic & Didactic Arguments

Dialectic Argument – Part to Part Didactic Argument – Part to Whole

The key aspect is that it is part to part

Part to Part

© Dr Kelvyn Youngman, Sep 2013 14

Dialectic & Didactic ArgumentsDialectic Argument – Part to Part Didactic Argument – Part to Whole

The other type of argument is didactic – it is part to whole

Part to Part

© Dr Kelvyn Youngman, Sep 2013 15

Dialectic & Didactic Arguments

Intended to teach, in particular having moral instruction as an ulterior motive

Dialectic Argument – Part to Part Didactic Argument – Part to Whole

The other type of argument is didactic – it is part to whole

Part to Part

© Dr Kelvyn Youngman, Sep 2013 16

Dialectic & Didactic Arguments

Individual to Whole

Dialectic Argument – Part to Part Didactic Argument – Part to Whole

Again the part can be in various places

Part to Part

© Dr Kelvyn Youngman, Sep 2013 17

Dialectic & Didactic Arguments

Group to Whole

Dialectic Argument – Part to Part Didactic Argument – Part to Whole

And can be various sizes

Part to Part

© Dr Kelvyn Youngman, Sep 2013 18

Dialectic & Didactic Arguments

Part to Whole

Dialectic Argument – Part to Part Didactic Argument – Part to Whole

But the key point is that it is part to whole, and the whole is inclusive of the part

Part to Part

© Dr Kelvyn Youngman, Sep 2013 19

Dialectic & Didactic Arguments

Part to Whole

Dialectic Argument – Part to Part Didactic Argument – Part to Whole

3rd Party

FacilitatorTeacher

In both cases a 3rd party might also be present …

Part to Part

© Dr Kelvyn Youngman, Sep 2013 20

Dialectic & Didactic Arguments

Part to Whole

Dialectic Argument – Part to Part Didactic Argument – Part to Whole

3rd Party

FacilitatorTeacher

… a counsellor, or a facilitator, or an arbitrator in the first case …

Part to Part

© Dr Kelvyn Youngman, Sep 2013 21

Dialectic & Didactic Arguments

Part to Whole

Dialectic Argument – Part to Part Didactic Argument – Part to Whole

3rd Party

FacilitatorTeacher

… and a teacher, a coach, or a mentor, in the second case

Part to Part

© Dr Kelvyn Youngman, Sep 2013 22

Dialectic & Didactic Arguments

Part to Whole

Dialectic Argument – Part to Part Didactic Argument – Part to Whole

3rd Party

FacilitatorTeacher

Both of these can be drawn as a cloud and a matrix; one with a B & C of part to part, and the other with a B & C of part to whole

Part to Part

© Dr Kelvyn Youngman, Sep 2013 23

Dialectic & Didactic Arguments

Part to Whole

Dialectic Argument – Part to Part Didactic Argument – Part to Whole

3rd Party

FacilitatorTeacher

In this session, Session One, we are going to focus exclusively on dialectic arguments and local/local clouds

© Dr Kelvyn Youngman, Sep 2013 24

Two Types Of Cloud

Session One

Dialectic Arguments – Local/Local Clouds

© Dr Kelvyn Youngman, Sep 2013 25

Dialectic Argument – Local/Local Cloud

Here is a cloud, and a matrix, dealing with each of the parts of a dialectic argument

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

Negatives OfOur Part

Positives OfTheir Part

Their View

Our View

© Dr Kelvyn Youngman, Sep 2013 26

Dialectic Argument – Local/Local Cloud

This is the dialectic – the rational needs of the two parts

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

Negatives OfOur Part

Positives OfTheir Part

Their View

Our View

© Dr Kelvyn Youngman, Sep 2013 27

Dialectic Argument – Local/Local Cloud

Its is also – in our terms – a cloud between a local part and another local part, a local/local cloud

CommonObjective

Need Of ALocal Part

Need Of AnotherLocal Part

Want OfAnother Part

Want OfThe Part

Negatives OfTheir Part

Positives OfOur Part

Negatives OfOur Part

Positives OfTheir Part

Their View

Our View

© Dr Kelvyn Youngman, Sep 2013 28

Dialectic Argument – Local/Local Cloud

We need both parts because they are bound by a common objective of some sort

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

Negatives OfOur Part

Positives OfTheir Part

Their View

Our View

© Dr Kelvyn Youngman, Sep 2013 29

Dialectic Argument – Local/Local Cloud

And let’s assign the lower arm of the cloud to ourselves …

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

Negatives OfOur Part

Positives OfTheir Part

Their View

Our View

© Dr Kelvyn Youngman, Sep 2013 30

Dialectic Argument – Local/Local Cloud

… and the upper arm of the cloud to the other group or individual

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

Negatives OfOur Part

Positives OfTheir Part

Their View

Our View

© Dr Kelvyn Youngman, Sep 2013 31

Dialectic Argument – Local/Local Cloud

And of course the two “wants” are in some way in conflict with one another

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

Negatives OfOur Part

Positives OfTheir Part

Their View

Our View

© Dr Kelvyn Youngman, Sep 2013 32

Dialectic Argument – Local/Local Cloud

We read these entities from left to right as; “in order to …. we must … “

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

Negatives OfOur Part

Positives OfTheir Part

Their View

Our View We must ...

We must ...

We must ...

We must ...

In order to ...

In order to ...

In order to ...

© Dr Kelvyn Youngman, Sep 2013 33

Dialectic Argument – Local/Local Cloud

Now look at the matrices to the left; there are two

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

Negatives OfOur Part

Positives OfTheir Part

Their View

Our View

© Dr Kelvyn Youngman, Sep 2013 34

Dialectic Argument – Local/Local Cloud

The lower one is our view and it consists of the positives of our side and the negatives of the other side …

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

Negatives OfOur Part

Positives OfTheir Part

Their View

Our View

© Dr Kelvyn Youngman, Sep 2013 35

Dialectic Argument – Local/Local Cloud

… while the upper one is their view and it consists of the positives of their side and the negatives of our side

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

Negatives OfOur Part

Positives OfTheir Part

Our View

Their View

© Dr Kelvyn Youngman, Sep 2013 36

Dialectic Argument – Local/Local Cloud

The diagonal quadrants in our view of the matrix provides the sufficiency for the assumptions to our side of the cloud …

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

Negatives OfOur Part

Positives OfTheir Part

Their View

Because of the positives of our part that we will gain

And because of the negatives of their part that we would otherwise gain

Our View

© Dr Kelvyn Youngman, Sep 2013 37

Dialectic Argument – Local/Local Cloud

… and the diagonal quadrants in their view of the matrix provides the sufficiency for the assumptions to their side of the cloud

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

Negatives OfOur Part

Positives OfTheir Part

Their View

Our View

And because of the negatives of our part that they would otherwise gain

Because of the positives of their part that they will gain

Because of the positives of our part that we will gain

and because of the negatives of their part that we would otherwise gain

© Dr Kelvyn Youngman, Sep 2013 38

Dialectic Argument – Local/Local Cloud

My convention is to put the positive assumptions on the inside nearest the cloud and to read out towards them first …

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

Negatives OfOur Part

Positives OfTheir Part

Their View

Our View

Because of the positives of our part that we will gain

And because of the negatives of their part that we would otherwise gain

And because of the negatives of our part that they would otherwise gain

Because of the positives of their part that they will gain

© Dr Kelvyn Youngman, Sep 2013 39

Dialectic Argument – Local/Local Cloud

… and the negative assumptions are placed on the outside and are read after the positive assumptions

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

Negatives OfOur Part

Positives OfTheir Part

Their View

Our View

Because of the positives of our part that we will gain

And because of the negatives of their part that we would otherwise gain

And because of the negatives of our part that they would otherwise gain

Because of the positives of their part that they will gain

© Dr Kelvyn Youngman, Sep 2013 40

Dialectic Argument – Local/Local Cloud

Conflicts arise as a consequence of positive intent, firstly by people pursuing their own positives …

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

Negatives OfOur Part

Positives OfTheir Part

Their View

Our View

Because of the positives of our part that we will gain

And because of the negatives of their part that we would otherwise gain

And because of the negatives of our part that they would otherwise gain

Because of the positives of their part that they will gain

© Dr Kelvyn Youngman, Sep 2013 41

Dialectic Argument – Local/Local Cloud

… and secondly by people avoiding other’s negatives, which of course is also a positive as well

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

Negatives OfOur Part

Positives OfTheir Part

Their View

Our View

Because of the positives of our part that we will gain

And to avoid the negatives of their part that we would otherwise gain

And to avoid the negatives of our part that they would otherwise gain

Because of the positives of their part that they will gain

© Dr Kelvyn Youngman, Sep 2013 42

Dialectic Argument – Local/Local Cloud

People are just, simply, trying to do their very best according to their map of reality

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

Negatives OfOur Part

Positives OfTheir Part

Their View

Our View

Because of the positives of our part that we will gain

And because of the negatives of their part that we would otherwise gain

And because of the negatives of our part that they would otherwise gain

Because of the positives of their part that they will gain

© Dr Kelvyn Youngman, Sep 2013 43

Dialectic Argument – Local/Local Cloud

Now, if we condense these two matrices into one, then one more thing will become apparent

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

Negatives OfOur Part

Positives OfTheir Part

Their View

Our View

And because of the negatives of our part that they would otherwise gain

Because of the positives of their part that they will gain

Because of the positives of our part that we will gain

And because of the negatives of their part that we would otherwise gain

© Dr Kelvyn Youngman, Sep 2013 44

Dialectic Argument – Local/Local Cloud

The positives and negatives of our side are along the top row …

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

Negatives OfOur Part

Positives OfTheir Part

And because of the negatives of our part that they would otherwise gain

Because of the positives of their part that they will gain

Because of the positives of our part that we will gain

And because of the negatives of their part that we would otherwise gain

© Dr Kelvyn Youngman, Sep 2013 45

Dialectic Argument – Local/Local Cloud

… and the positives and negatives for the other side are along the bottom row

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

Negatives OfOur Part

Positives OfTheir Part

And because of the negatives of our part that they would otherwise gain

Because of the positives of their part that they will gain

Because of the positives of our part that we will gain

And because of the negatives of their part that we would otherwise gain

© Dr Kelvyn Youngman, Sep 2013 46

Dialectic Argument – Local/Local Cloud

The “sides” in the matrix are in opposite positions to the“sides” in the cloud

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

Negatives OfOur Part

Positives OfTheir Part

And because of the negatives of our part that they would otherwise gain

Because of the positives of their part that they will gain

Because of the positives of our part that we will gain

And because of the negatives of their part that we would otherwise gain

© Dr Kelvyn Youngman, Sep 2013 47

Dialectic Argument – Local/Local Cloud

But please note that “our side” which is in blue and “our view” which is in green, are two different things

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

Negatives OfOur Part

Positives OfTheir Part

And because of the negatives of our part that they would otherwise gain

Because of the positives of their part that they will gain

Because of the positives of our part that we will gain

And because of the negatives of their part that we would otherwise gain

© Dr Kelvyn Youngman, Sep 2013 48

Dialectic Argument – Local/Local Cloud

Let’s expand it out again

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

Negatives OfOur Part

Positives OfTheir Part

Their View

Our View

And because of the negatives of our part that they would otherwise gain

Because of the positives of their part that they will gain

Because of the positives of our part that we will gain

And because of the negatives of their part that we would otherwise gain

© Dr Kelvyn Youngman, Sep 2013 49

Dialectic Argument – Local/Local Cloud

And now that we know where everything should go, let’s proceed to populate this diagram with a simple example

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

Negatives OfOur Part

Positives OfTheir Part

Their View

Our View

Because of the positives of our part that we will gain

And because of the negatives of their part that we would otherwise gain

And because of the negatives of our part that they would otherwise gain

Because of the positives of their part that they will gain

© Dr Kelvyn Youngman, Sep 2013 50

Two Types Of Cloud

Session One

MRP/ABC Synthetic Example

© Dr Kelvyn Youngman, Sep 2013 51

MRP/ABC – Local/Local Cloud

Let‘s work through a synthetic dialectic between a production department and an accounting department

CommonObjective

Need OfProduction

Need OfAccounting

Want OfAccounting

Want OfProduction

Negatives OfAccounting

Positives OfProduction

Negatives OfProduction

Positives OfAccounting

Accounting

Production

© Dr Kelvyn Youngman, Sep 2013 52

MRP/ABC – Local/Local Cloud

And we will return to it didactically in Session Two

CommonObjective

Need OfProduction

Need OfAccounting

Want OfAccounting

Want OfProduction

Negatives OfAccounting

Positives OfProduction

Negatives OfProduction

Positives OfAccounting

Accounting

Production

© Dr Kelvyn Youngman, Sep 2013 53

MRP/ABC – Local/Local Cloud

If we look at production we find that their need is for better production …

CommonObjective

BetterProduction

Need OfAccounting

Want OfAccounting

Want OfProduction

Negatives OfAccounting

Positives OfProduction

Negatives OfProduction

Positives OfAccounting

Accounting

Production

© Dr Kelvyn Youngman, Sep 2013 54

MRP/ABC – Local/Local Cloud

… and in order to have that they must have the newest MPR production system – nothing wrong with that – right?

CommonObjective

BetterProduction

Need OfAccounting

Want OfAccounting

The Newest MRPProduction

System

Negatives OfAccounting

Positives OfProduction

Negatives OfProduction

Positives OfAccounting

Accounting

Production

© Dr Kelvyn Youngman, Sep 2013 55

MRP/ABC – Local/Local Cloud

On the other hand, the need of accounting is for better cost control …

CommonObjective

BetterProduction

Better Cost Control

Want OfAccounting

The Newest MRPProduction

System

Negatives OfAccounting

Positives OfProduction

Negatives OfProduction

Positives OfAccounting

Accounting

Production

© Dr Kelvyn Youngman, Sep 2013 56

MRP/ABC – Local/Local Cloud

... and in order to have that they must have the newest ABC accounting system – nothing wrong with that either – right?

CommonObjective

BetterProduction

Better Cost Control

The Newest ABC Accounting

System

The Newest MRPProduction

System

Negatives OfAccounting

Positives OfProduction

Negatives OfProduction

Positives OfAccounting

Accounting

Production

© Dr Kelvyn Youngman, Sep 2013 57

MRP/ABC – Local/Local Cloud

And the common objective is simply to run a successful business

Successful Business

BetterProduction

Better CostControl

The Newest ABC Accounting

System

The Newest MRPProduction

System

Negatives OfAccounting

Positives OfProduction

Negatives OfProduction

Positives OfAccounting

Accounting

Production

© Dr Kelvyn Youngman, Sep 2013 58

MRP/ABC – Local/Local Cloud

In fact, at first, this doesn’t look like a conflict, we could have both wants surely?

Successful Business

BetterProduction

Better CostControl

The Newest ABC Accounting

System

The Newest MRPProduction

System

Negatives OfAccounting

Positives OfProduction

Negatives OfProduction

Positives OfAccounting

Accounting

Production

© Dr Kelvyn Youngman, Sep 2013 59

MRP/ABC – Local/Local Cloud

Well the newest ABC accounting system has never resulted in better production, in fact quite often just the opposite …

Successful Business

BetterProduction

Better CostControl

The Newest ABC Accounting

System

The Newest MRPProduction

System

Negatives OfAccounting

Positives OfProduction

Negatives OfProduction

Positives OfAccounting

Accounting

Production

© Dr Kelvyn Youngman, Sep 2013 60

MRP/ABC – Local/Local Cloud

… And the newest MRP production system has never resulted in better cost control, in fact often the opposite …

Successful Business

BetterProduction

Better CostControl

The Newest ABC Accounting

System

The Newest MRPProduction

System

Negatives OfAccounting

Positives OfProduction

Negatives OfProduction

Positives OfAccounting

Accounting

Production

© Dr Kelvyn Youngman, Sep 2013 61

MRP/ABC – Local/Local Cloud

So, indeed we do have a conflict

Successful Business

BetterProduction

Better CostControl

The Newest ABC Accounting

System

The Newest MRPProduction

System

Negatives OfAccounting

Positives OfProduction

Negatives OfProduction

Positives OfAccounting

Accounting

Production

© Dr Kelvyn Youngman, Sep 2013 62

MRP/ABC – Local/Local Cloud

Therefore, let’s look at some of the assumptions

Successful Business

BetterProduction

Better CostControl

The Newest ABC Accounting

System

The Newest MRPProduction

System

Negatives OfAccounting

Positives OfProduction

Negatives OfProduction

Positives OfAccounting

Accounting

Production

© Dr Kelvyn Youngman, Sep 2013 63

MRP/ABC – Local/Local Cloud

Accounting says that ABC will be automatic, instantaneous, and provide infinite detail – which accountant wouldn’t like that!

Successful Business

BetterProduction

Better CostControl

The Newest ABC Accounting

System

The Newest MRPProduction

System

Negatives OfAccounting

Positives OfProduction

Negatives OfProduction

AutomatedInstantaneousInfinite Detail

Production

Accounting

© Dr Kelvyn Youngman, Sep 2013 64

MRP/ABC – Local/Local Cloud

Production says that ABC will be too expensive, be too ineffective, and will take too long to implement – if ever

Successful Business

BetterProduction

Better CostControl

The Newest ABC Accounting

System

The Newest MRPProduction

System

Too expensiveToo Ineffective Too long to get

Positives OfProduction

Negatives OfProduction

AutomatedInstantaneousInfinite Detail

Accounting

Production

© Dr Kelvyn Youngman, Sep 2013 65

MRP/ABC – Local/Local Cloud

So let’s add these to our cloud – and then let’s read them – accounting side first

Successful Business

BetterProduction

Better CostControl

The Newest ABC Accounting

System

The Newest MRPProduction

System

Too expensiveToo Ineffective Too long to get

Positives OfProduction

Negatives OfProduction

AutomatedInstantaneousInfinite Detail

Accounting

Production

Because ABC is automated, instantaneous, and provides infinite detail

And because ABC will be too expensive, too ineffective, and will take too long

© Dr Kelvyn Youngman, Sep 2013 66

MRP/ABC – Local/Local Cloud

What then of production’s suggestion?

Successful Business

BetterProduction

Better CostControl

The Newest ABC Accounting

System

The Newest MRPProduction

System

Too expensiveToo Ineffective Too long to get

Positives OfProduction

Negatives OfProduction

AutomatedInstantaneousInfinite Detail

Accounting

Production

Because ABC is automated, instantaneous, and provides infinite detail

And because ABC will be too expensive, too ineffective, and will take too long

© Dr Kelvyn Youngman, Sep 2013 67

MRP/ABC – Local/Local Cloud

Production says that MRP will increase output, work will be In-Full & On-Time, and there is full tracking

Successful Business

BetterProduction

Better CostControl

The Newest ABC Accounting

System

The Newest MRPProduction

System

Too expensiveToo Ineffective Too long to get

Increase OutputIn-Full On-Time

Full Tracking

AutomatedInstantaneousInfinite Detail

Accounting

Because ABC is automated, instantaneous, and provides infinite detail

And because ABC will be too expensive, too ineffective, and will take too long

Production

Negatives OfProduction

© Dr Kelvyn Youngman, Sep 2013 68

MRP/ABC – Local/Local Cloud

Accounting says that MRP will be too expensive, be too ineffective, and will take far too long to implement – like last time

Successful Business

BetterProduction

Better CostControl

The Newest ABC Accounting

System

The Newest MRPProduction

System

Too expensiveToo Ineffective Too long to get

Increase OutputIn-Full On-Time

Full Tracking

Too expensiveToo IneffectiveToo long to get

AutomatedInstantaneousInfinite Detail

Production

Because ABC is automated, instantaneous, and provides infinite detail

And because ABC will be too expensive, too ineffective, and will take too long

Accounting

© Dr Kelvyn Youngman, Sep 2013 69

MRP/ABC – Local/Local Cloud

Let’s add these to our cloud as well – and read them – this time production side first

Successful Business

BetterProduction

Better CostControl

The Newest ABC Accounting

System

The Newest MRPProduction

System

Too expensiveToo Ineffective Too long to get

Increase OutputIn-Full On-Time

Full Tracking

Too expensiveToo IneffectiveToo long to get

AutomatedInstantaneousInfinite Detail

Accounting

Production

And because MRP will be too expensive, too ineffective, and will take too long

Because ABC is automated, instantaneous, and provides infinite detail

Because MRP will increase output, production in-full on-time, and full tracking

And because ABC will be too expensive, too ineffective, and will take too long

© Dr Kelvyn Youngman, Sep 2013 70

MRP/ABC – Local/Local Cloud

So now we do have a conflict between the two sides, the two parts, the two groups. Each with positive intent and integrity

Successful Business

BetterProduction

Better CostControl

The Newest ABC Accounting

System

The Newest MRPProduction

System

Too expensiveToo Ineffective Too long to get

Increase OutputIn-Full On-Time

Full Tracking

Too expensiveToo IneffectiveToo long to get

AutomatedInstantaneousInfinite Detail

Accounting

Production

And because MRP will be too expensive, too ineffective, and will take too long

Because ABC is automated, instantaneous, and provides infinite detail

Because MRP will increase output, production in-full on-time, and full tracking

And because ABC will be too expensive, too ineffective, and will take too long

© Dr Kelvyn Youngman, Sep 2013 71

MRP/ABC – Local/Local Cloud

But there is something more …

Successful Business

BetterProduction

Better CostControl

The Newest ABC Accounting

System

The Newest MRPProduction

System

Too expensiveToo Ineffective Too long to get

Increase OutputIn-Full On-Time

Full Tracking

Too expensiveToo IneffectiveToo long to get

AutomatedInstantaneousInfinite Detail

Accounting

Production

And because MRP will be too expensive, too ineffective, and will take too long

Because ABC is automated, instantaneous, and provides infinite detail

Because MRP will increase output, production in-full on-time, and full tracking

And because ABC will be too expensive, too ineffective, and will take too long

© Dr Kelvyn Youngman, Sep 2013 72

MRP/ABC – Local/Local Cloud

… this is an argument of two sides about solutions!

Successful Business

BetterProduction

Better CostControl

The Newest ABC Accounting

System

The Newest MRPProduction

System

Too expensiveToo Ineffective Too long to get

Increase OutputIn-Full On-Time

Full Tracking

Too expensiveToo IneffectiveToo long to get

AutomatedInstantaneousInfinite Detail

Accounting

Production

And because MRP will be too expensive, too ineffective, and will take too long

Because ABC is automated, instantaneous, and provides infinite detail

Because MRP will increase output, production in-full on-time, and full tracking

And because ABC will be too expensive, too ineffective, and will take too long

© Dr Kelvyn Youngman, Sep 2013 73

MRP/ABC – Local/Local Cloud

All dialectic arguments are positive, they are of positive intent as we have already noted, and they are about solutions

Successful Business

BetterProduction

Better CostControl

The Newest ABC Accounting

System

The Newest MRPProduction

System

Too expensiveToo Ineffective Too long to get

Increase OutputIn-Full On-Time

Full Tracking

Too expensiveToo IneffectiveToo long to get

AutomatedInstantaneousInfinite Detail

Accounting

Production

And because MRP will be too expensive, too ineffective, and will take too long

Because ABC is automated, instantaneous, and provides infinite detail

Because MRP will increase output, production in-full on-time, and full tracking

And because ABC will be too expensive, too ineffective, and will take too long

© Dr Kelvyn Youngman, Sep 2013 74

MRP/ABC – Local/Local Cloud

People don’t sit around worrying about the problem, they react, and they try to implement a solution

Successful Business

BetterProduction

Better CostControl

The Newest ABC Accounting

System

The Newest MRPProduction

System

Too expensiveToo Ineffective Too long to get

Increase OutputIn-Full On-Time

Full Tracking

Too expensiveToo IneffectiveToo long to get

AutomatedInstantaneousInfinite Detail

Accounting

Production

And because MRP will be too expensive, too ineffective, and will take too long

Because ABC is automated, instantaneous, and provides infinite detail

Because MRP will increase output, production in-full on-time, and full tracking

And because ABC will be too expensive, too ineffective, and will take too long

© Dr Kelvyn Youngman, Sep 2013 75

MRP/ABC – Local/Local Cloud

And do you see that there is no mention here of the problems that we are each trying to address?

Successful Business

BetterProduction

Better CostControl

The Newest ABC Accounting

System

The Newest MRPProduction

System

Too expensiveToo Ineffective Too long to get

Increase OutputIn-Full On-Time

Full Tracking

Too expensiveToo IneffectiveToo long to get

AutomatedInstantaneousInfinite Detail

Accounting

Production

And because MRP will be too expensive, too ineffective, and will take too long

Because ABC is automated, instantaneous, and provides infinite detail

Because MRP will increase output, production in-full on-time, and full tracking

And because ABC will be too expensive, too ineffective, and will take too long

© Dr Kelvyn Youngman, Sep 2013 76

MRP/ABC – Local/Local Cloud

The problems are here but they are “buried” and we will uncover them in the section after the next

Successful Business

BetterProduction

Better CostControl

The Newest ABC Accounting

System

The Newest MRPProduction

System

Too expensiveToo Ineffective Too long to get

Increase OutputIn-Full On-Time

Full Tracking

Too expensiveToo IneffectiveToo long to get

AutomatedInstantaneousInfinite Detail

Accounting

Production

And because MRP will be too expensive, too ineffective, and will take too long

Because ABC is automated, instantaneous, and provides infinite detail

Because MRP will increase output, production in-full on-time, and full tracking

And because ABC will be too expensive, too ineffective, and will take too long

© Dr Kelvyn Youngman, Sep 2013 77

MRP/ABC – Local/Local Cloud

And note that production’s solution, although good, also appears to have good reasons why it hasn’t been implemented yet

Successful Business

BetterProduction

Better CostControl

The Newest ABC Accounting

System

The Newest MRPProduction

System

Too expensiveToo Ineffective Too long to get

Increase OutputIn-Full On-Time

Full Tracking

Too expensiveToo IneffectiveToo long to get

AutomatedInstantaneousInfinite Detail

Accounting

Production

And because MRP will be too expensive, too ineffective, and will take too long

Because ABC is automated, instantaneous, and provides infinite detail

Because MRP will increase output, production in-full on-time, and full tracking

And because ABC will be too expensive, too ineffective, and will take too long

© Dr Kelvyn Youngman, Sep 2013 78

MRP/ABC – Local/Local Cloud

And the same for accounting, the solution is good, but it too has good reasons why it hasn’t been implemented yet

Successful Business

BetterProduction

Better CostControl

The Newest ABC Accounting

System

The Newest MRPProduction

System

Too expensiveToo Ineffective Too long to get

Increase OutputIn-Full On-Time

Full Tracking

Too expensiveToo IneffectiveToo long to get

AutomatedInstantaneousInfinite Detail

Accounting

Production

And because MRP will be too expensive, too ineffective, and will take too long

Because ABC is automated, instantaneous, and provides infinite detail

Because MRP will increase output, production in-full on-time, and full tracking

And because ABC will be too expensive, too ineffective, and will take too long

© Dr Kelvyn Youngman, Sep 2013 79

MRP/ABC – Local/Local Cloud

Now, we used to list potential solutions and the reasons why they haven’t, or indeed, shouldn’t be implemented …

Successful Business

BetterProduction

Better CostControl

The Newest ABC Accounting

System

The Newest MRPProduction

System

Too expensiveToo Ineffective Too long to get

Increase OutputIn-Full On-Time

Full Tracking

Too expensiveToo IneffectiveToo long to get

AutomatedInstantaneousInfinite Detail

Accounting

Production

And because MRP will be too expensive, too ineffective, and will take too long

Because ABC is automated, instantaneous, and provides infinite detail

Because MRP will increase output, production in-full on-time, and full tracking

And because ABC will be too expensive, too ineffective, and will take too long

© Dr Kelvyn Youngman, Sep 2013 80

MRP/ABC – Local/Local Cloud

… have we forgotten how or indeed why we did this?

Successful Business

BetterProduction

Better CostControl

The Newest ABC Accounting

System

The Newest MRPProduction

System

Too expensiveToo Ineffective Too long to get

Increase OutputIn-Full On-Time

Full Tracking

Too expensiveToo IneffectiveToo long to get

AutomatedInstantaneousInfinite Detail

Accounting

Production

And because MRP will be too expensive, too ineffective, and will take too long

Because ABC is automated, instantaneous, and provides infinite detail

Because MRP will increase output, production in-full on-time, and full tracking

And because ABC will be too expensive, too ineffective, and will take too long

© Dr Kelvyn Youngman, Sep 2013 81

MRP/ABC – Local/Local Cloud

Many times we must go through this dialectic process before we can do anything else …

Successful Business

BetterProduction

Better CostControl

The Newest ABC Accounting

System

The Newest MRPProduction

System

Too expensiveToo Ineffective Too long to get

Increase OutputIn-Full On-Time

Full Tracking

Too expensiveToo IneffectiveToo long to get

AutomatedInstantaneousInfinite Detail

Accounting

Production

And because MRP will be too expensive, too ineffective, and will take too long

Because ABC is automated, instantaneous, and provides infinite detail

Because MRP will increase output, production in-full on-time, and full tracking

And because ABC will be too expensive, too ineffective, and will take too long

© Dr Kelvyn Youngman, Sep 2013 82

MRP/ABC – Local/Local Cloud

… and maybe the solution is indeed here and we can find it by working through the issues – finding erroneous assumptions

Successful Business

BetterProduction

Better CostControl

The Newest ABC Accounting

System

The Newest MRPProduction

System

Too expensiveToo Ineffective Too long to get

Increase OutputIn-Full On-Time

Full Tracking

Too expensiveToo IneffectiveToo long to get

AutomatedInstantaneousInfinite Detail

Accounting

Production

And because MRP will be too expensive, too ineffective, and will take too long

Because ABC is automated, instantaneous, and provides infinite detail

Because MRP will increase output, production in-full on-time, and full tracking

And because ABC will be too expensive, too ineffective, and will take too long

© Dr Kelvyn Youngman, Sep 2013 83

MRP/ABC – Local/Local Cloud

However, people must be allowed to show their own solutions first because they have worked very hard on them

Successful Business

BetterProduction

Better CostControl

The Newest ABC Accounting

System

The Newest MRPProduction

System

Too expensiveToo Ineffective Too long to get

Increase OutputIn-Full On-Time

Full Tracking

Too expensiveToo IneffectiveToo long to get

AutomatedInstantaneousInfinite Detail

Accounting

Production

And because MRP will be too expensive, too ineffective, and will take too long

Because ABC is automated, instantaneous, and provides infinite detail

Because MRP will increase output, production in-full on-time, and full tracking

And because ABC will be too expensive, too ineffective, and will take too long

© Dr Kelvyn Youngman, Sep 2013 84

MRP/ABC – Local/Local Cloud

And they are not open to any other solutions until they have had the opportunity to fully explain and to understand their own first

Successful Business

BetterProduction

Better CostControl

The Newest ABC Accounting

System

The Newest MRPProduction

System

Too expensiveToo Ineffective Too long to get

Increase OutputIn-Full On-Time

Full Tracking

Too expensiveToo IneffectiveToo long to get

AutomatedInstantaneousInfinite Detail

Accounting

Production

And because MRP will be too expensive, too ineffective, and will take too long

Because ABC is automated, instantaneous, and provides infinite detail

Because MRP will increase output, production in-full on-time, and full tracking

And because ABC will be too expensive, too ineffective, and will take too long

© Dr Kelvyn Youngman, Sep 2013 85

MRP/ABC – Local/Local Cloud

Now, let’s leave this for the time being “as is” and we will return to it and solve it didactically in Session Two

Successful Business

BetterProduction

Better CostControl

The Newest ABC Accounting

System

The Newest MRPProduction

System

Too expensiveToo Ineffective Too long to get

Increase OutputIn-Full On-Time

Full Tracking

Too expensiveToo IneffectiveToo long to get

AutomatedInstantaneousInfinite Detail

Accounting

Production

And because MRP will be too expensive, too ineffective, and will take too long

Because ABC is automated, instantaneous, and provides infinite detail

Because MRP will increase output, production in-full on-time, and full tracking

And because ABC will be too expensive, too ineffective, and will take too long

© Dr Kelvyn Youngman, Sep 2013 86

MRP/ABC – Local/Local Cloud

And now that we’ve learnt how to populate this diagram using this simple example …

Successful Business

BetterProduction

Better CostControl

The Newest ABC Accounting

System

The Newest MRPProduction

System

Too expensiveToo Ineffective Too long to get

Increase OutputIn-Full On-Time

Full Tracking

Too expensiveToo IneffectiveToo long to get

AutomatedInstantaneousInfinite Detail

Accounting

Production

And because MRP will be too expensive, too ineffective, and will take too long

Because ABC is automated, instantaneous, and provides infinite detail

Because MRP will increase output, production in-full on-time, and full tracking

And because ABC will be too expensive, too ineffective, and will take too long

© Dr Kelvyn Youngman, Sep 2013 87

MRP/ABC – Local/Local Cloud

... let’s turn to use this same skill-set to help us navigate through difficult conversations

Successful Business

BetterProduction

Better CostControl

The Newest ABC Accounting

System

The Newest MRPProduction

System

Too expensiveToo Ineffective Too long to get

Increase OutputIn-Full On-Time

Full Tracking

Too expensiveToo IneffectiveToo long to get

AutomatedInstantaneousInfinite Detail

Accounting

Production

And because MRP will be too expensive, too ineffective, and will take too long

Because ABC is automated, instantaneous, and provides infinite detail

Because MRP will increase output, production in-full on-time, and full tracking

And because ABC will be too expensive, too ineffective, and will take too long

© Dr Kelvyn Youngman, Sep 2013 88

Two Types Of Cloud

Session One

Difficult Conversations

© Dr Kelvyn Youngman, Sep 2013 89

Two Types Of Cloud

Harvard Negotiation Project

Difficult Conversations1999

Douglas StoneBruce PattonSheila Heen

Getting To Yes1981

Roger FisherWilliam Ury

Bruce Patton

Getting Past No1991

William Ury

© Dr Kelvyn Youngman, Sep 2013 90

Two Types Of Cloud

Crucial Conversations2002

Kerry PattersonJoseph Grenny

Ron McMillan, Al Switzler

Opposing Opinions, Strong Emotions, High Stakes

© Dr Kelvyn Youngman, Sep 2013 91

Difficult Conversations – Local/Local Cloud

Let’s return to our basic format – and let’s read through the matrix and an arm of the cloud

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

Negatives OfOur Part

Positives OfTheir Part

Their View

Our View

And because of the negatives of our part that they would otherwise gain

Because of the positives of their part that they will gain

Because of the positives of our part that we will gain

And because of the negatives of their part that we would otherwise gain

© Dr Kelvyn Youngman, Sep 2013 92

Difficult Conversations – Local/Local Cloud

Anywhere that I use words that are key, and that are from the book Difficult Conversations, I will underline them

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

Negatives OfOur Part

Positives OfTheir Part

Their View

Our View

And because of the negatives of our part that they would otherwise gain

Because of the positives of their part that they will gain

Because of the positives of our part that we will gain

And because of the negatives of their part that we would otherwise gain

© Dr Kelvyn Youngman, Sep 2013 93

Difficult Conversations – Local/Local Cloud

The cloud and matrix is the perfect tool for mapping difficult conversations – but you may know that already

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

Negatives OfOur Part

Positives OfTheir Part

Their View

Our View

And because of the negatives of our part that they would otherwise gain

Because of the positives of their part that they will gain

Because of the positives of our part that we will gain

And because of the negatives of their part that we would otherwise gain

© Dr Kelvyn Youngman, Sep 2013 94

Difficult Conversations – Local/Local Cloud

In fact we have already done much of the hard work here by virtue of drawing the issues out as a cloud

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

Negatives OfOur Part

Positives OfTheir Part

Their View

Our View

And because of the negatives of our part that they would otherwise gain

Because of the positives of their part that they will gain

Because of the positives of our part that we will gain

And because of the negatives of their part that we would otherwise gain

© Dr Kelvyn Youngman, Sep 2013 95

Difficult Conversations – Local/Local Cloud

Things that we already do well include the objective statement of the conflict …

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

Negatives OfOur Part

Positives OfTheir Part

Their View

Our View

And because of the negatives of our part that they would otherwise gain

Because of the positives of their part that they will gain

Because of the positives of our part that we will gain

And because of the negatives of their part that we would otherwise gain

© Dr Kelvyn Youngman, Sep 2013 96

Difficult Conversations – Local/Local Cloud

… and the realisation that there are deeper and more rational needs for both sides – which are not in conflict …

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

Negatives OfOur Part

Positives OfTheir Part

Their View

Our View

And because of the negatives of our part that they would otherwise gain

Because of the positives of their part that they will gain

Because of the positives of our part that we will gain

And because of the negatives of their part that we would otherwise gain

© Dr Kelvyn Youngman, Sep 2013 97

Difficult Conversations – Local/Local Cloud

… and that there is some sort of common objective that binds us together in one system

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

Negatives OfOur Part

Positives OfTheir Part

Their View

Our View

And because of the negatives of our part that they would otherwise gain

Because of the positives of their part that they will gain

Because of the positives of our part that we will gain

And because of the negatives of their part that we would otherwise gain

?

?

© Dr Kelvyn Youngman, Sep 2013 98

Difficult Conversations – Local/Local Cloud

However, when we approach a difficult conversation, one we are avoiding, one we have practiced over and over in our minds …

?

Need OfOur Part

?Want Of

Their Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

?

?

Their View

Our View

Because of the positives of our part that we will gain

And because of the negatives of their part that we would otherwise gain

© Dr Kelvyn Youngman, Sep 2013 99

Difficult Conversations – Local/Local Cloud

… one we are likely to blurt out, get entirely wrong, and only end up making things worse …

?

Need OfOur Part

?Want Of

Their Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

?

?

Their View

Our View

?

?

Because of the positives of our part that we will gain

And because of the negatives of their part that we would otherwise gain

© Dr Kelvyn Youngman, Sep 2013 100

Difficult Conversations – Local/Local Cloud

… well we come to it not knowing a great deal about the other side, we may think that we know, but we don’t know for sure

?

Need OfOur Part

?Want Of

Their Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

?

?

Their View

Our View

?

?

Because of the positives of our part that we will gain

And because of the negatives of their part that we would otherwise gain

© Dr Kelvyn Youngman, Sep 2013 101

Difficult Conversations – Local/Local Cloud

We don’t know the positives of their solution …

?

Need OfOur Part

?Want Of

Their Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

?

?

Our View

?

?

Because of the positives of our part that we will gain

And because of the negatives of their part that we would otherwise gain

Their View

© Dr Kelvyn Youngman, Sep 2013 102

Difficult Conversations – Local/Local Cloud

… we don’t know their negatives of our solution …

?

Need OfOur Part

?Want Of

Their Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

?

?

Our View

?

?

Because of the positives of our part that we will gain

And because of the negatives of their part that we would otherwise gain

Their View

© Dr Kelvyn Youngman, Sep 2013 103

Difficult Conversations – Local/Local Cloud

… and we don’t know their needs

?

Need OfOur Part

?Want Of

Their Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

?

?

Our View

?

?

Because of the positives of our part that we will gain

And because of the negatives of their part that we would otherwise gain

Their View

© Dr Kelvyn Youngman, Sep 2013 104

Difficult Conversations – Local/Local Cloud

… and we may not even have sat down to understand what it is in common that we are seeking, for there surely is commonality

?

Need OfOur Part

?Want Of

Their Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

?

?

Their View

Our View

?

?

Because of the positives of our part that we will gain

And because of the negatives of their part that we would otherwise gain

© Dr Kelvyn Youngman, Sep 2013 105

Difficult Conversations – Local/Local Cloud

If there was no commonality there would be no conflict

?

Need OfOur Part

?Want Of

Their Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

?

?

Their View

Our View

?

?

Because of the positives of our part that we will gain

And because of the negatives of their part that we would otherwise gain

© Dr Kelvyn Youngman, Sep 2013 106

Difficult Conversations – Local/Local Cloud

“We must really care about the interests of the other side – not just our own”

?

Need OfOur Part

?Want Of

Their Part

Want OfOur Part

Negatives OfTheir Part

Positives OfOur Part

?

?

Their View

Our View

?

?

Because of the positives of our part that we will gain

And because of the negatives of their part that we would otherwise gain

© Dr Kelvyn Youngman, Sep 2013 107

Difficult Conversations – Local/Local Cloud

We do know, however, of our own positive intent and we do know of the negative impact of their proposal

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negative Impact Of Their

Part

Positive Intent Of Our Part

?

?

Their View

Our View

?

?

Because of the positive intent of our part

And because of the negative impact of their part

© Dr Kelvyn Youngman, Sep 2013 108

Difficult Conversations – Local/Local Cloud

But, we don’t know their positive intent and we don’t know the negative impact of our proposal

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negative Impact Of Their

Part

Positive Intent Of Our Part

Negative Impact Of Our

Part

Positive IntentOf Their Part

Their View

Our View

Because of the positive intent of our part

And because of the negative impact of their part

And because of the negative impact of our part

Because of the positive intent of their part

© Dr Kelvyn Youngman, Sep 2013 109

Difficult Conversations – Local/Local Cloud

If we present our view of our side it will be our positive intent when we haven’t waited to listen to our negative impact upon them

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negative Impact Of Their

Part

Positive Intent Of Our Part

Negative Impact Of Our

Part

Positive IntentOf Their Part

Their View

Our View

Because of the positive intent of our part

And because of the negative impact of their part

And because of the negative impact of our part

Because of the positive intent of their part

© Dr Kelvyn Youngman, Sep 2013 110

Difficult Conversations – Local/Local Cloud

If we present our view of their side it will be their negative impact upon us when we haven’t waited to listen to their positive intent

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negative Impact Of Their

Part

Positive Intent Of Our Part

Negative Impact Of Our

Part

Positive IntentOf Their Part

Their View

Our View

Because of the positive intent of our part

And because of the negative impact of their part

And because of the negative impact of our part

Because of the positive intent of their part

© Dr Kelvyn Youngman, Sep 2013 111

Difficult Conversations – Local/Local Cloud

This only exacerbates the situation

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negative Impact Of Their

Part

Positive Intent Of Our Part

Negative Impact Of Our

Part

Positive IntentOf Their Part

Their View

Our View

Because of the positive intent of our part

And because of the negative impact of their part

And because of the negative impact of our part

Because of the positive intent of their part

© Dr Kelvyn Youngman, Sep 2013 112

Difficult Conversations – Local/Local Cloud

Do you see why they might quickly believe that we don’t understand them, and we, that they don’t understand us?

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negative Impact Of Their

Part

Positive Intent Of Our Part

Negative Impact Of Our

Part

Positive IntentOf Their Part

Their View

Our View

Because of the positive intent of our part

And because of the negative impact of their part

And because of the negative impact of our part

Because of the positive intent of their part

© Dr Kelvyn Youngman, Sep 2013 113

Difficult Conversations – Local/Local Cloud

Seeking to understand requires that each side actively listens to the other sides intent and the other sides impact

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negative Impact Of Their

Part

Positive Intent Of Our Part

Negative Impact Of Our

Part

Positive IntentOf Their Part

Their View

Our View

Because of the positive intent of our part

And because of the negative impact of their part

And because of the negative impact of our part

Because of the positive intent of their part

© Dr Kelvyn Youngman, Sep 2013 114

Difficult Conversations – Local/Local Cloud

In fact there are 3 levels of understanding that we need to attend to; facts, feelings, and sense of identity

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negative Impact Of Their

Part

Positive Intent Of Our Part

Negative Impact Of Our

Part

Positive IntentOf Their Part

Their View

Our View

Because of the positive intent of our part

And because of the negative impact of their part

And because of the negative impact of our part

Because of the positive intent of their part

© Dr Kelvyn Youngman, Sep 2013 115

Difficult Conversations – Local/Local Cloud

This is where a 3rd person, an “outsider,” or a facilitator, or a counsellor, can be of special benefit in providing clarity

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negative Impact Of Their

Part

Positive Intent Of Our Part

Negative Impact Of Our

Part

Positive IntentOf Their Part

Their View

Our View

Because of the positive intent of our part

And because of the negative impact of their part

And because of the negative impact of our part

Because of the positive intent of their part

© Dr Kelvyn Youngman, Sep 2013 116

Difficult Conversations – Local/Local Cloud

Alan Leader noted in 2010 from in his experience of using clouds for mediation that …

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negative Impact Of Their

Part

Positive Intent Of Our Part

Negative Impact Of Our

Part

Positive IntentOf Their Part

Their View

Our View

Because of the positive intent of our part

And because of the negative impact of their part

And because of the negative impact of our part

Because of the positive intent of their part

© Dr Kelvyn Youngman, Sep 2013 117

Difficult Conversations – Local/Local Cloud

“Many initial statements which seem to fit the four boxes will actually tend to be assumptions”

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negative Impact Of Their

Part

Positive Intent Of Our Part

Negative Impact Of Our

Part

Positive IntentOf Their Part

Their View

Our View

Because of the positive intent of our part

And because of the negative impact of their part

And because of the negative impact of our part

Because of the positive intent of their part

© Dr Kelvyn Youngman, Sep 2013 118

Difficult Conversations – Local/Local Cloud

However, now with the matrices present, we have a much better way to sort through the assumptions

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negative Impact Of Their

Part

Positive Intent Of Our Part

Negative Impact Of Our

Part

Positive IntentOf Their Part

Their View

Our View

Because of the positive intent of our part

And because of the negative impact of their part

And because of the negative impact of our part

Because of the positive intent of their part

© Dr Kelvyn Youngman, Sep 2013 119

Difficult Conversations – Local/Local Cloud

Our own particular challenge is to sometimes be involved as 1st person and also to be able to “step out” to 3rd person as well

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negative Impact Of Their

Part

Positive Intent Of Our Part

Negative Impact Of Our

Part

Positive IntentOf Their Part

Their View

Our View

Because of the positive intent of our part

And because of the negative impact of their part

And because of the negative impact of our part

Because of the positive intent of their part

© Dr Kelvyn Youngman, Sep 2013 120

Difficult Conversations – Local/Local Cloud

We ought to be discussing objective facts, but the objective facts are always subjectively interpreted

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negative Facts Of Their Part

Positive Facts Of Our Part

Negative Facts Of Our Part

Positive FactsOf Their Part

Their View

Our View

Because of the positive facts of our part

And because of the negative facts of their part

And because of the negative facts of our part

Because of the positive facts of their part

© Dr Kelvyn Youngman, Sep 2013 121

Difficult Conversations – Local/Local Cloud

Although they are certainly are no less valid for our subjective interpretation

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negative Facts Of Their Part

Positive Facts Of Our Part

Negative Facts Of Our Part

Positive FactsOf Their Part

Their View

Our View

Because of our positive facts of our part

And because of our negative facts of their part

And because of their negative facts of our part

Because of their positive facts of their part

© Dr Kelvyn Youngman, Sep 2013 122

Difficult Conversations – Local/Local Cloud

Our own feelings are valid and we should express them …

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negative Feelings Of Their Part

Positive Feelings Of

Our Part

Negative Facts Of Our Part

Positive FactsOf Their Part

Their View

Our View

Because of our positive facts and feelings of our part

And because of our negative facts and feelings of their part

And because of their negative facts of our part

Because of their positive facts of their part

© Dr Kelvyn Youngman, Sep 2013 123

Difficult Conversations – Local/Local Cloud

… and the other sides feelings are equally valid and they should also express them too

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negative Feelings Of Their Part

PositiveFeelings Of

Our Part

Negative Feelings Of

Our Part

Positive Feelings Of Their Part

Their View

Our View

Because of our positive facts and feelings of our part

And because of our negative facts and feelings of their part

And because of their negative facts and feelings of our part

Because of their positive facts and feelings of their part

© Dr Kelvyn Youngman, Sep 2013 124

Difficult Conversations – Local/Local Cloud

Finally, deep down, we are all trying to protect our own sense of identity

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negative Identity Of Their Part

PositiveIdentity OfOur Part

Negative Identity OfOur Part

PositiveIdentity OfTheir Part

Their View

Our View

Because of our positive facts and feelings and identity of our part

And because of our negative facts and feelings and identity of their part

And because of their negative facts and feelings and identity of our part

Because of their positive facts and feelings and identity of their part

© Dr Kelvyn Youngman, Sep 2013 125

Difficult Conversations – Local/Local Cloud

Protect OurSense Of Identity

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negative Identity Of Their Part

PositiveIdentity OfOur Part

Negative Identity OfOur Part

PositiveIdentity OfTheir Part

Their View

Our View

Because of our positive facts and feelings and identity of our part

And because of our negative facts and feelings and identity of their part

And because of their negative facts and feelings and identity of our part

Because of their positive facts and feelings and identity of their part

And I have always placed this in the objective as a kind of test, I encourage you to do so also, and then to list any assumptions

© Dr Kelvyn Youngman, Sep 2013 126

Difficult Conversations – Local/Local Cloud

Now be very careful …

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negative Facts Of Their Part

Positive Facts Of Our Part

Negative Facts Of Our Part

Positive FactsOf Their Part

Their View

Our View

Because of our positive facts and feelings and identity of our part

And because of our negative facts and feelings and identity of their part

And because of their negative facts and feelings and identity of our part

Because of their positive facts and feelings and identity of their part

© Dr Kelvyn Youngman, Sep 2013 127

Difficult Conversations – Local/Local Cloud

… it is one thing for each side to describe their own facts, their own feelings, and their own sense of identity …

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negative Facts Of Their Part

Positive Facts Of Our Part

Negative Facts Of Our Part

Positive FactsOf Their Part

Their View

Our View

Because of our positive facts and feelings and identity of our part

And because of our negative facts and feelings and identity of their part

And because of their negative facts and feelings and identity of our part

Because of their positive facts and feelings and identity of their part

© Dr Kelvyn Youngman, Sep 2013 128

Difficult Conversations – Local/Local Cloud

… it is a totally different thing to evaluate the other sides facts, the other sides feelings, and the other sides identity issues

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negative Facts Of Their Part

Positive Facts Of Our Part

Negative Facts Of Our Part

Positive FactsOf Their Part

Their View

Our View

Because of our positive facts and feelings and identity of our part

And because of our negative facts and feelings and identity of their part

And because of their negative facts and feelings and identity of our part

Because of their positive facts and feelings and identity of their part

© Dr Kelvyn Youngman, Sep 2013 129

Difficult Conversations – Local/Local Cloud

That is when we let our own emotions get in the way

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negative Facts Of Their Part

Positive Facts Of Our Part

Negative Facts Of Our Part

Positive FactsOf Their Part

Their View

Our View

Because of our positive facts and feelings and identity of our part

And because of our negative facts and feelings and identity of their part

And because of their negative facts and feelings and identity of our part

Because of their positive facts and feelings and identity of their part

© Dr Kelvyn Youngman, Sep 2013 130

Difficult Conversations – Local/Local Cloud

For safety’s sake use Peter Block’s dictum; “describe don’t evaluate”

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negative Facts Of Their Part

Positive Facts Of Our Part

Negative Facts Of Our Part

Positive FactsOf Their Part

Their View

Our View

Because of our positive facts and feelings and identity of our part

And because of our negative facts and feelings and identity of their part

And because of their negative facts and feelings and identity of our part

Because of their positive facts and feelings and identity of their part

© Dr Kelvyn Youngman, Sep 2013 131

Difficult Conversations – Local/Local Cloud

And the test is that if you can put the word “stupid” on the end of a sentence, then you have made an evaluation not a description

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Negative Facts Of Their Part

Positive Facts Of Our Part

Negative Facts Of Our Part

Positive FactsOf Their Part

Their View

Our View

Because of our positive facts and feelings and identity of our part

And because of our negative facts and feelings and identity of their part

And because of their negative facts and feelings and identity of our part

Because of their positive facts and feelings and identity of their part

Blame And because of the negative impact of our part

Blame Because of the positive intent of their part

Because of the positive intent of our part

And because of the negative impact of their part

© Dr Kelvyn Youngman, Sep 2013 132

Difficult Conversations – Local/Local Cloud

In the mis-understanding that subsequently arises, it is very easy to then move towards a Blame Frame of the other side

CommonObjective

Need OfOur Part

Blame Need Of

Their Part

BlameWant Of

Their Part

Want OfOur Part

Negative Impact Of Their

Part

Positive Intent Of Our Part

BlameNegative

Impact Of Our Part

BlamePositive IntentOf Their Part

Their View

Our View

© Dr Kelvyn Youngman, Sep 2013 133

Difficult Conversations – Local/Local Cloud

Such a move is very simple and it absolves us, our side, of any responsibility, or of any contribution …

CommonObjective

Need OfOur Part

BlameNeed Of

Their Part

BlameWant Of

Their Part

Want OfOur Part

Negative Impact Of Their

Part

Positive Intent Of Our Part

BlameNegative

Impact Of Our Part

BlamePositive IntentOf Their Part

Their View

Our View

Blame And because of the negative impact of our part

Blame Because of the positive intent of their part

Because of the positive intent of our part

And because of the negative impact of their part

© Dr Kelvyn Youngman, Sep 2013 134

Difficult Conversations – Local/Local Cloud

… however in any two-sided story there will always be contribution, it is ours and it requires honest introspection

CommonObjective

ContributionNeed OfOur Part

BlameNeed Of

Their Part

BlameWant Of

Their Part

Contribution Want OfOur Part

Contribution Negative

Impact Of Their Part

ContributionPositive Intent

Of Our Part

BlameNegative

Impact Of Our Part

BlamePositive IntentOf Their Part

Their View

Our View

Blame And because of the negative impact of our part

Blame Because of the positive intent of their part

Contribution Because of the positive intent of our part

Contribution And because of the negative impact of their part

© Dr Kelvyn Youngman, Sep 2013 135

Difficult Conversations – Local/Local Cloud

And of course we can change sides and they will blame us without even considering their own contribution …

CommonObjective

BlameNeed OfOur Part

ContributionNeed Of

Their Part

Contribution Want Of

Their Part

Blame Want OfOur Part

BlameNegative

Impact Of Their Part

BlamePositive Intent

Of Our Part

ContributionNegative

Impact Of Our Part

ContributionPositive IntentOf Their Part

Their View

Our View

Blame Because of the positive intent of our part

Blame And because of the negative impact of their part

Contribution And because of the negative impact of our part

Contribution Because of the positive intent of their part

© Dr Kelvyn Youngman, Sep 2013 136

Difficult Conversations – Local/Local Cloud

This may be the situation where we actually start-off from …

CommonObjective

ContributionNeed OfOur Part

Blame Need OfTheir Part

Blame Want OfTheir Part

Contribution Want OfOur Part

Contribution Negative

Impact Of Their Part

ContributionPositive Intent

Of Our Part

BlameNegative

Impact Of Our Part

BlamePositive IntentOf Their Part

Their View

Our View

Contribution Because of the positive intent of our part

Contribution And because of the negative impact of their part

Blame And because of the negative impact of our part

Blame Because of the positive intent of their part

© Dr Kelvyn Youngman, Sep 2013 137

Difficult Conversations – Local/Local Cloud

… but with the tools and understanding that we have, this is not where we should end up!

CommonObjective

ContributionNeed OfOur Part

Blame Need OfTheir Part

Blame Want OfTheir Part

Contribution Want OfOur Part

Contribution Negative

Impact Of Their Part

ContributionPositive Intent

Of Our Part

BlameNegative

Impact Of Our Part

BlamePositive IntentOf Their Part

Their View

Our View

Contribution Because of the positive intent of our part

Contribution And because of the negative impact of their part

Blame And because of the negative impact of our part

Blame Because of the positive intent of their part

© Dr Kelvyn Youngman, Sep 2013 138

Difficult Conversations – Local/Local Cloud

CommonObjective

ContributionNeed OfOur Part

Blame Need OfTheir Part

Blame Want OfTheir Part

Contribution Want OfOur Part

Contribution Negative

Impact Of Their Part

ContributionPositive Intent

Of Our Part

BlameNegative

Impact Of Our Part

BlamePositive IntentOf Their Part

Their View

Our View

Contribution Because of the positive intent of our part

Contribution And because of the negative impact of their part

Blame And because of the negative impact of our part

Blame Because of the positive intent of their part

Please take the time to read Difficult Conversations or Crucial Conversations – there is much we can learn from these sources

© Dr Kelvyn Youngman, Sep 2013 139

Two Types Of Cloud

Session One

Where Are The UDE’s ?

© Dr Kelvyn Youngman, Sep 2013 140

Where Are The UDE’s? – Local/Local Cloud

OK, let’s return to our basics once again

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Because of our positives we will gain

And to avoid their negatives we would otherwise gain

And to avoid our negatives they would otherwise gain

Because of their positives they will gain

Their View

Our NegativesTo Gain

Their PositivesTo Gain

Their Negatives To Gain

Our View

Our PositivesTo Gain

© Dr Kelvyn Youngman, Sep 2013 141

Where Are The UDE’s? – Local/Local Cloud

You see we haven’t yet addressed the problems, but I hope that by now that we have enough skill to follow where they are hiding

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

And to avoid our negatives they would otherwise gain

Because of their positives they will gain

Because of our positives we will gain

And to avoid their negatives we would otherwise gain

Their View

Our NegativesTo Gain

Their PositivesTo Gain

Their Negatives To Gain

Our View

Our PositivesTo Gain

© Dr Kelvyn Youngman, Sep 2013 142

Where Are The UDE’s? – Local/Local Cloud

If two sides are in conflict, if two sides are embroiled in a difficult conversation for example …

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

And to avoid our negatives they would otherwise gain

Because of their positives they will gain

Because of our positives we will gain

And to avoid their negatives we would otherwise gain

Their View

Our NegativesTo Gain

Their PositivesTo Gain

Their Negatives To Gain

Our View

Our PositivesTo Gain

© Dr Kelvyn Youngman, Sep 2013 143

Where Are The UDE’s? – Local/Local Cloud

… then there must be a cause lurking somewhere

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

And to avoid our negatives they would otherwise gain

Because of their positives they will gain

Because of our positives we will gain

And to avoid their negatives we would otherwise gain

Their View

Our NegativesTo Gain

Their PositivesTo Gain

Their Negatives To Gain

Our View

Our PositivesTo Gain

© Dr Kelvyn Youngman, Sep 2013 144

Where Are The UDE’s? – Local/Local Cloud

But where is it? We don’t see it here

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

And to avoid our negatives they would otherwise gain

Because of their positives they will gain

Because of our positives we will gain

And to avoid their negatives we would otherwise gain

Their View

Our NegativesTo Gain

Their PositivesTo Gain

Their Negatives To Gain

Our View

Our PositivesTo Gain

© Dr Kelvyn Youngman, Sep 2013 145

Where Are The UDE’s? – Local/Local Cloud

Let me show you where, and then let me explain why

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

And to avoid our negatives they would otherwise gain

Because of their positives they will gain

Because of our positives we will gain

And to avoid their negatives we would otherwise gain

Their View

Our NegativesTo Gain

Their PositivesTo Gain

Their Negatives To Gain

Our View

Our PositivesTo Gain

© Dr Kelvyn Youngman, Sep 2013 146

Where Are The UDE’s? – Local/Local Cloud

This is where they are – they are hiding in thepositive quadrants

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

And to avoid our negatives they would otherwise gain

Because of their positives they will gain & their negatives they will lose

Because of our positives we will gain & our negatives we will lose

And to avoid their negatives we would otherwise gain

Their View

Our NegativesTo Gain

Their PositivesTo Gain

Their Negatives To Lose

Their Negatives To Gain

Our View

Our PositivesTo Gain

Our NegativesTo Lose

© Dr Kelvyn Youngman, Sep 2013 147

Where Are The UDE’s? – Local/Local Cloud

When we lose a negative, when we remove a problem, the net effect is positive – minus minus is a plus

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Their View

Our View

And to avoid our negatives they would otherwise gain

Because of their positives they will gain & their negatives they will lose

Because of our positives we will gain & our negatives we will lose

And to avoid their negatives we would otherwise gain

Their View

Our NegativesTo Gain

Their PositivesTo Gain

Their Negatives To Lose

Their Negatives To Gain

Our View

Our PositivesTo Gain

Our NegativesTo Lose

© Dr Kelvyn Youngman, Sep 2013 148

Where Are The UDE’s? – Local/Local Cloud

The original problems belong in the positive quadrants as a loss – not perhaps the first place that we would expect to find them

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

And to avoid our negatives they would otherwise gain

Because of their positives they will gain & their negatives they will lose

Because of our positives we will gain & our negatives we will lose

And to avoid their negatives we would otherwise gain

Their View

Our NegativesTo Gain

Their PositivesTo Gain

Their Negatives To Lose

Their Negatives To Gain

Our View

Our PositivesTo Gain

Our NegativesTo Lose

© Dr Kelvyn Youngman, Sep 2013 149

Where Are The UDE’s? – Local/Local Cloud

We are so busy stating the positive outcomes that we forget to mention the sometimes subtle negatives that will be removed

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

And to avoid our negatives they would otherwise gain

Because of their positives they will gain & their negatives they will lose

Because of our positives we will gain & our negatives we will lose

And to avoid their negatives we would otherwise gain

Their View

Our NegativesTo Gain

Their PositivesTo Gain

Their Negatives To Lose

Their Negatives To Gain

Our View

Our PositivesTo Gain

Our NegativesTo Lose

© Dr Kelvyn Youngman, Sep 2013 150

Where Are The UDE’s? – Local/Local Cloud

These negatives, in each of these two views, may be entirely different facts from one another …

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

And to avoid our negatives they would otherwise gain

Because of their positives they will gain & their negatives they will lose

Because of our positives we will gain & our negatives we will lose

And to avoid their negatives we would otherwise gain

Their View

Our NegativesTo Gain

Their PositivesTo Gain

Their Negatives To Lose

Their Negatives To Gain

Our View

Our PositivesTo Gain

Our NegativesTo Lose

© Dr Kelvyn Youngman, Sep 2013 151

Where Are The UDE’s? – Local/Local Cloud

… or they could be the same “objective fact” subject to different interpretations from each of the sides

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

And to avoid our negatives they would otherwise gain

Because of their positives they will gain & their negatives they will lose

Because of our positives we will gain & our negatives we will lose

And to avoid their negatives we would otherwise gain

Their View

Our NegativesTo Gain

Their PositivesTo Gain

Their Negatives To Lose

Their Negatives To Gain

Our View

Our PositivesTo Gain

Our NegativesTo Lose

© Dr Kelvyn Youngman, Sep 2013 152

Where Are The UDE’s? – Local/Local Cloud

This is vastly simplifying, but I needed to leave it until there was sufficient understanding

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

And to avoid our negatives they would otherwise gain

Because of their positives they will gain & their negatives they will lose

Because of our positives we will gain & our negatives we will lose

And to avoid their negatives we would otherwise gain

Their View

Our NegativesTo Gain

Their PositivesTo Gain

Their Negatives To Lose

Their Negatives To Gain

Our View

Our PositivesTo Gain

Our NegativesTo Lose

© Dr Kelvyn Youngman, Sep 2013 153

Where Are The UDE’s? – Local/Local Cloud

We will return to these negatives, UDE’s in fact, in Session Two

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

And to avoid our negatives they would otherwise gain

Because of their positives they will gain & their negatives they will lose

Because of our positives we will gain & our negatives we will lose

And to avoid their negatives we would otherwise gain

Their View

Our NegativesTo Gain

Their PositivesTo Gain

Their Negatives To Lose

Their Negatives To Gain

Our View

Our PositivesTo Gain

Our NegativesTo Lose

© Dr Kelvyn Youngman, Sep 2013 154

Where Are The UDE’s? – Local/Local Cloud

So, what then is happening on the negative side of the matrices?

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

And to avoid our negatives they would otherwise gain

Because of their positives they will gain & their negatives they will lose

Because of our positives we will gain & our negatives we will lose

And to avoid their negatives we would otherwise gain

Their View

Our NegativesTo Gain

Their PositivesTo Gain

Their Negatives To Lose

Their NegativesTo Gain

Our View

Our PositivesTo Gain

Our NegativesTo Lose

© Dr Kelvyn Youngman, Sep 2013 155

Where Are The UDE’s? – Local/Local Cloud

Well, if we lose something that is currently positive and it is not replaced, then that is negative – minus plus is a minus

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Because of our positives we will gain & our negatives we will lose

And to avoid their negatives we would gain & our positives we would lose

And to avoid our negatives they would gain & their positives they would lose

Because of their positives they will gain & their negatives they will lose

Their View

Our NegativesTo Gain

Their PositivesTo Lose

Their PositivesTo Gain

Their Negatives To Lose

Their NegativesTo Gain

Our PositivesTo Lose

Our View

Our PositivesTo Gain

Our NegativesTo Lose

Their View

Our NegativesTo Gain

Their PositivesTo Lose

Their PositivesTo Gain

Their Negatives To Lose

Their NegativesTo Gain

Our PositivesTo Lose

Our View

Our PositivesTo Gain

Our NegativesTo Lose

© Dr Kelvyn Youngman, Sep 2013 156

Where Are The UDE’s? – Local/Local Cloud

It is the same logic once again

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Because of our positives we will gain & our negatives we will lose

And to avoid their negatives we would gain & our positives we would lose

And to avoid our negatives they would gain & their positives they would lose

Because of their positives they will gain & their negatives they will lose

Their View

Our NegativesTo Gain

Their PositivesTo Lose

Their PositivesTo Gain

Their Negatives To Lose

Their NegativesTo Gain

Our PositivesTo Lose

Our View

Our PositivesTo Gain

Our NegativesTo Lose

© Dr Kelvyn Youngman, Sep 2013 157

Where Are The UDE’s? – Local/Local Cloud

However, a little more clarity might be useful

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Because of our positives we will gain & our negatives we will lose

And to avoid their negatives we would gain & our positives we would lose

And to avoid our negatives they would gain & their positives they would lose

Because of their positives they will gain & their negatives they will lose

Their View

Our New Negs’To Gain

Their PositivesTo Lose

Their New Pos’To Gain

Their Negatives To Lose

Their New Negs’To Gain

Our PositivesTo Lose

Our View

Our New Pos’To Gain

Our NegativesTo Lose

© Dr Kelvyn Youngman, Sep 2013 158

Where Are The UDE’s? – Local/Local Cloud

Any “gains” – our original entities here – speak to the future and new outcomes

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Because of our new positives we will gain & our negatives we will lose

And to avoid their new negatives we would gain & our positives we would lose

And to avoid our new negatives they would gain & their positives they would lose

Because of their new positives they will gain & their negatives they will lose

Their View

Our New Negs’To Gain

Their Old Pos’To Lose

Their New Pos’To Gain

Their Old Negs’To Lose

Their New Negs’To Gain

Our Old Pos’To Lose

Our View

Our New Pos’To Gain

Our Old Negs’To Lose

© Dr Kelvyn Youngman, Sep 2013 159

Where Are The UDE’s? – Local/Local Cloud

And any “loses” – our recent addition – speak to the past and our old or current situations

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Because of our new positives we will gain & our old negatives we will lose

And to avoid their new negatives we would gain & our old positives we would lose

And to avoid our new negatives they would gain & their old positives they would lose

Because of their new positives they will gain & their old negatives they will lose

© Dr Kelvyn Youngman, Sep 2013 160

Where Are The UDE’s? – Local/Local Cloud

We, each side, do implicitly argue over problems that we want toget rid of …

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Their View

Our New Negs’To Gain

Their Old Pos’To Lose

Their New Pos’To Gain

Their Old Negs’ To Lose

Their New Negs’To Gain

Our Old Pos’To Lose

Our View

Our New Pos’To Gain

Our Old Negs’To Lose

And to avoid our new negatives they would gain & their old positives they would lose

Because of their new positives they will gain & their old negatives they will lose

Because of our new positives we will gain & our old negatives we will lose

And to avoid their new negatives we would gain & our old positives we would lose

© Dr Kelvyn Youngman, Sep 2013 161

Where Are The UDE’s? – Local/Local Cloud

… and conversely, benefits that we don’t want to lose …

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Their View

Our New Negs’To Gain

Their Old Pos’To Lose

Their New Pos’To Gain

Their Old Negs’ To Lose

Their New Negs’To Gain

Our Old Pos’To Lose

Our View

Our New Pos’To Gain

Our Old Negs’To Lose

Because of our new positives we will gain & our old negatives we will lose

And to avoid their new negatives we would gain & our old positives we would lose

And to avoid our new negatives they would gain & their old positives they would lose

Because of their new positives they will gain & their old negatives they will lose

© Dr Kelvyn Youngman, Sep 2013 162

Where Are The UDE’s? – Local/Local Cloud

… but we don’t necessarily say so explicitly – and we should

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Their View

Our New Negs’To Gain

Their Old Pos’To Lose

Their New Pos’To Gain

Their Old Negs’ To Lose

Their New Negs’To Gain

Our Old Pos’To Lose

Our View

Our New Pos’To Gain

Our Old Negs’To Lose

Because of our new positives we will gain & our old negatives we will lose

And to avoid their new negatives we would gain & our old positives we would lose

And to avoid our new negatives they would gain & their old positives they would lose

Because of their new positives they will gain & their old negatives they will lose

© Dr Kelvyn Youngman, Sep 2013 163

Where Are The UDE’s? – Local/Local Cloud

Each of these 8 classes is positive in its intent …

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Their View

Our New Negs’To Gain

Their Old Pos’To Lose

Their New Pos’To Gain

Their Old Negs’ To Lose

Their New Negs’To Gain

Our Old Pos’To Lose

Our View

Our New Pos’To Gain

Our Old Negs’To Lose

Because of our new positives we will gain & our old negatives we will lose

And to avoid their new negatives we would gain & our old positives we would lose

And to avoid our new negatives they would gain & their old positives they would lose

Because of their new positives they will gain & their old negatives they will lose

© Dr Kelvyn Youngman, Sep 2013 164

Where Are The UDE’s? – Local/Local Cloud

… positive gains we want, negative gains we don’t want …

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Their View

Our New Negs’To Gain

Their Old Pos’To Lose

Their New Pos’To Gain

Their Old Negs’ To Lose

Their New Negs’To Gain

Our Old Pos’To Lose

Our View

Our New Pos’To Gain

Our Old Negs’To Lose

Because of our new positives we will gain & our old negatives we will lose

And to avoid their new negatives we would gain & our old positives we would lose

And to avoid our new negatives they would gain & their old positives they would lose

Because of their new positives they will gain & their old negatives they will lose

© Dr Kelvyn Youngman, Sep 2013 165

Where Are The UDE’s? – Local/Local Cloud

… loss of negatives we want, loss of positives we don’t want

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Their View

Our New Negs’To Gain

Their Old Pos’To Lose

Their New Pos’To Gain

Their Old Negs’ To Lose

Their New Negs’To Gain

Our Old Pos’To Lose

Our View

Our New Pos’To Gain

Our Old Negs’To Lose

Because of our new positives we will gain & our old negatives we will lose

And to avoid their new negatives we would gain & our old positives we would lose

And to avoid our new negatives they would gain & their old positives they would lose

Because of their new positives they will gain & their old negatives they will lose

© Dr Kelvyn Youngman, Sep 2013 166

Where Are The UDE’s? – Local/Local Cloud

And like an old-fashioned mail clerk, we will learn to fire entities into these “pigeon holes” without even thinking

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Their View

Our New Negs’To Gain

Their Old Pos’To Lose

Their New Pos’To Gain

Their Old Negs’ To Lose

Their New Negs’To Gain

Our Old Pos’To Lose

Our View

Our New Pos’To Gain

Our Old Negs’To Lose

Because of our new positives we will gain & our old negatives we will lose

And to avoid their new negatives we would gain & our old positives we would lose

And to avoid our new negatives they would gain & their old positives they would lose

Because of their new positives they will gain & their old negatives they will lose

© Dr Kelvyn Youngman, Sep 2013 167

Where Are The UDE’s? – Local/Local Cloud

In any early stage of a sale, or a negotiation, or a relationship, this process is being carried out either consciously or not

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Their View

Our New Negs’To Gain

Their Old Pos’To Lose

Their New Pos’To Gain

Their Old Negs’ To Lose

Their New Negs’To Gain

Our Old Pos’To Lose

Our View

Our New Pos’To Gain

Our Old Negs’To Lose

Because of our new positives we will gain & our old negatives we will lose

And to avoid their new negatives we would gain & our old positives we would lose

And to avoid our new negatives they would gain & their old positives they would lose

Because of their new positives they will gain & their old negatives they will lose

© Dr Kelvyn Youngman, Sep 2013 168

Where Are The UDE’s? – Local/Local Cloud

But now, at last, I can share with you a kind of simplifying assumption, and it comes from Efrat’s Cloud

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Their View

Our New Negs’To Gain

Their Old Pos’To Lose

Their New Pos’To Gain

Their Old Negs’ To Lose

Their New Negs’To Gain

Our Old Pos’To Lose

Our View

Our New Pos’To Gain

Our Old Negs’To Lose

Because of our new positives we will gain & our old negatives we will lose

And to avoid their new negatives we would gain & our old positives we would lose

And to avoid our new negatives they would gain & their old positives they would lose

Because of their new positives they will gain & their old negatives they will lose

© Dr Kelvyn Youngman, Sep 2013 169

Two Types Of Cloud

Session One

Security & Satisfaction

© Dr Kelvyn Youngman, Sep 2013 170

Security & Satisfaction – Local/Local Cloud

This is how it looks in its most basic form …

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Insecurity & Dissatisfaction

Security & Satisfaction

Insecurity & Dissatisfaction

Security & Satisfaction

Their View

Our View

And because of their insecurity and dissatisfaction with our part

Because of their security and satisfaction with their part

Because of our security and satisfaction with our part

And because of our insecurity and dissatisfaction with their part

© Dr Kelvyn Youngman, Sep 2013 171

Security & Satisfaction – Local/Local Cloud

… and if we flesh it out a bit more

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Our Insecurity& Dissatisfaction With Their Part

Our Security& Satisfaction With Our Part

Their Insecurity & Dissatisfaction

With Our Part

Their Security & Satisfaction With Their Part

Their View

Our View

And because of their insecurity and dissatisfaction with our part

Because of their security and satisfaction with their part

Because of our security and satisfaction with our part

And because of our insecurity and dissatisfaction with their part

© Dr Kelvyn Youngman, Sep 2013 172

Security & Satisfaction – Local/Local Cloud

Security and satisfaction deals with the respective party’s positives …

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Our Insecurity& Dissatisfaction With Their Part

Our Security& Satisfaction With Our Part

Their Insecurity & Dissatisfaction

With Our Part

Their Security & Satisfaction With Their Part

Their View

Our View

And because of their insecurity and dissatisfaction with our part

Because of their security and satisfaction with their part

Because of our security and satisfaction with our part

And because of our insecurity and dissatisfaction with their part

© Dr Kelvyn Youngman, Sep 2013 173

Security & Satisfaction – Local/Local Cloud

… and insecurity and dissatisfaction deals with the respective party’s negatives

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Our Insecurity& Dissatisfaction With Their Part

Our Security& Satisfaction With Our Part

Their Insecurity & Dissatisfaction

With Our Part

Their Security & Satisfaction With Their Part

Their View

Our View

And because of their insecurity and dissatisfaction with our part

Because of their security and satisfaction with their part

Because of our security and satisfaction with our part

And because of our insecurity and dissatisfaction with their part

© Dr Kelvyn Youngman, Sep 2013 174

Security & Satisfaction – Local/Local Cloud

Go back to the previous series with positives & negatives gained & lost and these statements will help verbalise what is needed

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Our Insecurity& Dissatisfaction With Their Part

Our Security& Satisfaction With Our Part

Their Insecurity & Dissatisfaction

With Our Part

Their Security & Satisfaction With Their Part

Their View

Our View

And because of their insecurity and dissatisfaction with our part

Because of their security and satisfaction with their part

Because of our security and satisfaction with our part

And because of our insecurity and dissatisfaction with their part

© Dr Kelvyn Youngman, Sep 2013 175

Security & Satisfaction – Local/Local Cloud

And once we know where everything should lie …

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Our Insecurity& Dissatisfaction With Their Part

Our Security& Satisfaction With Our Part

Their Insecurity & Dissatisfaction

With Our Part

Their Security & Satisfaction With Their Part

Their View

Our View

And because of their insecurity and dissatisfaction with our part

Because of their security and satisfaction with their part

Because of our security and satisfaction with our part

And because of our insecurity and dissatisfaction with their part

© Dr Kelvyn Youngman, Sep 2013 176

Security & Satisfaction – Local/Local Cloud

… once we know how to fill out the cloud, and the matrix, then we are able to do one of two things

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Our Insecurity& Dissatisfaction With Their Part

Our Security& Satisfaction With Our Part

Their Insecurity & Dissatisfaction

With Our Part

Their Security & Satisfaction With Their Part

Their View

Our View

And because of their insecurity and dissatisfaction with our part

Because of their security and satisfaction with their part

Because of our security and satisfaction with our part

And because of our insecurity and dissatisfaction with their part

© Dr Kelvyn Youngman, Sep 2013 177

Security & Satisfaction – Local/Local Cloud

Firstly, we are in a position to build a win-win from this apparent local/local conflict, and that may be all that is required …

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Our Insecurity& Dissatisfaction With Their Part

Our Security& Satisfaction With Our Part

Their Insecurity & Dissatisfaction

With Our Part

Their Security & Satisfaction With Their Part

Their View

Our View

And because of their insecurity and dissatisfaction with our part

Because of their security and satisfaction with their part

Because of our security and satisfaction with our part

And because of our insecurity and dissatisfaction with their part

© Dr Kelvyn Youngman, Sep 2013 178

Security & Satisfaction – Local/Local Cloud

… and if not, then secondly, we may be able to build a new win-win from a more systemic perspective, a local/global cloud …

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Our Insecurity& Dissatisfaction With Their Part

Our Security& Satisfaction With Our Part

Their Insecurity & Dissatisfaction

With Our Part

Their Security & Satisfaction With Their Part

Their View

Our View

And because of their insecurity and dissatisfaction with our part

Because of their security and satisfaction with their part

Because of our security and satisfaction with our part

And because of our insecurity and dissatisfaction with their part

© Dr Kelvyn Youngman, Sep 2013 179

Security & Satisfaction – Local/Local Cloud

… and this development will be the focus of Session Two

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Our Insecurity& Dissatisfaction With Their Part

Our Security& Satisfaction With Our Part

Their Insecurity & Dissatisfaction

With Our Part

Their Security & Satisfaction With Their Part

Their View

Our View

And because of their insecurity and dissatisfaction with our part

Because of their security and satisfaction with their part

Because of our security and satisfaction with our part

And because of our insecurity and dissatisfaction with their part

© Dr Kelvyn Youngman, Sep 2013 180

Security & Satisfaction – Local/Local Cloud

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Our Insecurity& Dissatisfaction With Their Part

Our Security& Satisfaction With Our Part

Their Insecurity & Dissatisfaction

With Our Part

Their Security & Satisfaction With Their Part

Their View

Our View

So let’s conclude Session One with what we have done so far

And because of their insecurity and dissatisfaction with our part

Because of their security and satisfaction with their part

Because of our security and satisfaction with our part

And because of our insecurity and dissatisfaction with their part

© Dr Kelvyn Youngman, Sep 2013 181

Security & Satisfaction – Local/Local Cloud

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Our Insecurity& Dissatisfaction With Their Part

Our Security& Satisfaction With Our Part

Their Insecurity & Dissatisfaction

With Our Part

Their Security & Satisfaction With Their Part

Their View

Our View

Local/local clouds are usually about solutions, not problems, but we now know where to map the problems to as well …

And because of their insecurity and dissatisfaction with our part

Because of their security and satisfaction with their part

Because of our security and satisfaction with our part

And because of our insecurity and dissatisfaction with their part

© Dr Kelvyn Youngman, Sep 2013 182

Security & Satisfaction – Local/Local Cloud

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Our Insecurity& Dissatisfaction With Their Part

Our Security& Satisfaction With Our Part

Their Insecurity & Dissatisfaction

With Our Part

Their Security & Satisfaction With Their Part

Their View

Our View

… local/local clouds are often about difficult conversations that can go sour, but we now know how to best minimise this …

And because of their insecurity and dissatisfaction with our part

Because of their security and satisfaction with their part

Because of our security and satisfaction with our part

And because of our insecurity and dissatisfaction with their part

© Dr Kelvyn Youngman, Sep 2013 183

Security & Satisfaction – Local/Local Cloud

CommonObjective

Need OfOur Part

Need OfTheir Part

Want OfTheir Part

Want OfOur Part

Our Insecurity& Dissatisfaction With Their Part

Our Security& Satisfaction With Our Part

Their Insecurity & Dissatisfaction

With Our Part

Their Security & Satisfaction With Their Part

Their View

Our View

… and finally all of these issues arise as a consequence of positive intent – and that perhaps is the most important point of all

And because of their insecurity and dissatisfaction with our part

Because of their security and satisfaction with their part

Because of our security and satisfaction with our part

And because of our insecurity and dissatisfaction with their part

© Dr Kelvyn Youngman, Sep 2013 184

Two Types Of Cloud

youngman@dbrmfg.co.nzwww.dbrmfg.co.nz

EndSession One

LinkedIn TLS Group (TOC Lean Six Sigma)