Building ConsensusBuilding Consensus

Chapter 6, Lesson 3

OverviewOverview

• What is the nature of consensus?What is the nature of consensus?

• What are methods of building What are methods of building consensus?consensus?

Chapter 6, Lesson 3

Quick WriteQuick Write

Write a brief paragraph about the last time a Write a brief paragraph about the last time a group of your friends decided what you would group of your friends decided what you would

do for weekend fun. do for weekend fun.

How did the group come to a decision? Did you How did the group come to a decision? Did you brainstorm a list of ideas? Did one person push brainstorm a list of ideas? Did one person push his or her idea until the others agreed? Or did his or her idea until the others agreed? Or did

you use some other method to agree on a plan? you use some other method to agree on a plan?

Chapter 6, Lesson 3

The Nature of ConsensusThe Nature of Consensus

• ConsensusConsensus is a mutually acceptable is a mutually acceptable agreement that takes into consideration the agreement that takes into consideration the interests of all concerned partiesinterests of all concerned parties

• Consensus is often the product of Consensus is often the product of brainstormingbrainstorming

• Consensus may sometimes involve a lot of Consensus may sometimes involve a lot of talking, but it is not total agreementtalking, but it is not total agreement

Chapter 6, Lesson 3

Henley High Adopt-a-Road Project Henley High Adopt-a-Road Project

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Chapter 6, Lesson 3

Unilateral DecisionUnilateral Decision

• A A unilateral unilateral decisiondecision is a one- is a one-way decision usually way decision usually made by the leader made by the leader or a dominant team or a dominant team member member

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Chapter 6, Lesson 3

Benefits of ConsensusBenefits of Consensus

• Gives people the sense they are part of the solution Gives people the sense they are part of the solution • Leads to creative, responsive decisionsLeads to creative, responsive decisions• Increases group member buy-inIncreases group member buy-in• Encourages participation in meetingsEncourages participation in meetings• Keeps a group aliveKeeps a group alive• Takes the burden of decision making off the leaderTakes the burden of decision making off the leader• Leads to more-effective team performanceLeads to more-effective team performance

Chapter 6, Lesson 3

Methods of Building ConsensusMethods of Building Consensus

• Besides brainstorming, four other methods to build Besides brainstorming, four other methods to build consensus are:consensus are:

Active listening

Knowing how to compromise

Asking good questions

Being a good listener

Chapter 6, Lesson 3

Active ListeningActive Listening

• Active listening is two-way communicationActive listening is two-way communication• You pay full attention to what people say and ask You pay full attention to what people say and ask

questions if you don’t understandquestions if you don’t understand• Active listening actually requires active Active listening actually requires active seeingseeing• As you’ve learned, sometimes people talk even As you’ve learned, sometimes people talk even

when they’re not saying anythingwhen they’re not saying anything• You have to be patient and “read” people—their You have to be patient and “read” people—their

motions, their faces, their eyes, and their body motions, their faces, their eyes, and their body languagelanguage

Chapter 6, Lesson 3

Active-Listening SkillsActive-Listening Skills

• Avoid distractionAvoid distraction• Make eye contactMake eye contact• Let the other person speakLet the other person speak• Listen for both facts and feelingsListen for both facts and feelings• Use body language effectivelyUse body language effectively• Acknowledge what the other Acknowledge what the other

person saysperson says• Ask good questionsAsk good questions• Smile appropriatelySmile appropriately

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Chapter 6, Lesson 3

Negotiating ProductivelyNegotiating Productively

• NegotiationNegotiation is the process of bringing about is the process of bringing about a fair settlement through discussion and a fair settlement through discussion and agreementagreement

• It comes from a Latin word that means “to It comes from a Latin word that means “to carry on business” carry on business”

• Productive negotiations are an art because Productive negotiations are an art because leaders must oversee them with skill and leaders must oversee them with skill and sensitivitysensitivity

Chapter 6, Lesson 3

Negotiating ProductivelyNegotiating Productively

• Negotiations can be difficult; participants often Negotiations can be difficult; participants often hold strong opinionshold strong opinions

• To keep things moving, many negotiators seek the To keep things moving, many negotiators seek the services of an arbitratorservices of an arbitrator

• AnAn arbitratorarbitrator is a person chosen by both sides in a is a person chosen by both sides in a dispute who hears details of the dispute and gives a dispute who hears details of the dispute and gives a decision to settle itdecision to settle it

• Most teams do not need an arbitrator, but all teams Most teams do not need an arbitrator, but all teams need firm leadership need firm leadership

Chapter 6, Lesson 3

Techniques for Techniques for Leading NegotiationsLeading Negotiations

• Adopt a “win-win” attitude—assume everyone will Adopt a “win-win” attitude—assume everyone will get something of valueget something of value

• Stay flexible—be open to suggestions or offers Stay flexible—be open to suggestions or offers from both sidesfrom both sides

• Say “we” instead of “you” and “they”Say “we” instead of “you” and “they”• Don’t talk specifics, such as numbers or amounts, Don’t talk specifics, such as numbers or amounts,

immediatelyimmediately• Let both sides fully explain their positions, needs, Let both sides fully explain their positions, needs,

and offersand offers

Chapter 6, Lesson 3

Techniques for Techniques for Leading NegotiationsLeading Negotiations

• Stay as objective as possible—discourage Stay as objective as possible—discourage strong emotion and focus on factsstrong emotion and focus on facts

• Don’t let parties get hung up on detailsDon’t let parties get hung up on details• Use the “parking lot” approach—if members Use the “parking lot” approach—if members

can’t agree on a specific issue, “park it” and can’t agree on a specific issue, “park it” and come back latercome back later

• Don’t try to fix everything in the parties’ Don’t try to fix everything in the parties’ positionspositions

Chapter 6, Lesson 3

CompromisingCompromising

• A A compromisecompromise is an agreement between opposing is an agreement between opposing parties to settle a dispute or reach a settlement in parties to settle a dispute or reach a settlement in which each side gives some groundwhich each side gives some ground

• In a compromise, none of the parties gets exactly In a compromise, none of the parties gets exactly what it wantswhat it wants

• Each party concedes, or yields, something to the Each party concedes, or yields, something to the otherother

• Following a successful compromise, all parties feel Following a successful compromise, all parties feel they’ve had to sacrifice somethingthey’ve had to sacrifice something

• At the same time, they feel they got a fair dealAt the same time, they feel they got a fair deal

Chapter 6, Lesson 3

Asking Good QuestionsAsking Good Questions

• Here are some examples of the types of questions Jasper might Here are some examples of the types of questions Jasper might ask at a steering committee meeting. Questions that:ask at a steering committee meeting. Questions that:

– Have a focusHave a focus

Ask: “What do we need to have in our supply box by Ask: “What do we need to have in our supply box by Friday?” Friday?” notnot “So what are our upcoming supply needs?” “So what are our upcoming supply needs?”

– Are closed ended, not open endedAre closed ended, not open ended

Ask: “Connie, can you tell me why you object to using Ask: “Connie, can you tell me why you object to using plastic bags in one or two sentences?” plastic bags in one or two sentences?” notnot “Can you help “Can you help me understand your point?”me understand your point?”

Chapter 6, Lesson 3

Asking Good QuestionsAsking Good Questions

– Bear directly on the issueBear directly on the issue.. Ask: “We have six Ask: “We have six ponchos in case of rain, don’t we?” ponchos in case of rain, don’t we?” notnot “Don’t “Don’t you hate picking up trash in the rain?”you hate picking up trash in the rain?”

– Are objective, not personalAre objective, not personal.. Ask: “Bryan, do Ask: “Bryan, do you have anything to add to what George said?” you have anything to add to what George said?” notnot “Bryan, why do you always play dumb when “Bryan, why do you always play dumb when George talks?George talks?

Chapter 6, Lesson 3

ReviewReview

• ConsensusConsensus is a mutually acceptable agreement is a mutually acceptable agreement that takes into consideration the interests of all that takes into consideration the interests of all concerned partiesconcerned parties

• Consensus may sometimes involve a lot of Consensus may sometimes involve a lot of talking, but it is not total agreementtalking, but it is not total agreement

• A A unilateral decisionunilateral decision is a one-way decision is a one-way decision usually made by the leader or a dominant usually made by the leader or a dominant team member team member

Chapter 6, Lesson 3

ReviewReview

• Active listening produces mutual respect Active listening produces mutual respect between listener and speakerbetween listener and speaker

• Negotiation Negotiation is the process of bringing about a is the process of bringing about a fair settlement through discussion and agreementfair settlement through discussion and agreement

• A A compromisecompromise is an agreement between is an agreement between opposing parties to settle a dispute or reach a opposing parties to settle a dispute or reach a settlement in which each side gives some groundsettlement in which each side gives some ground

Chapter 6, Lesson 3

ReviewReview

• To be a consensus builder, a leader must be To be a consensus builder, a leader must be able to ask good questions and persuade team able to ask good questions and persuade team members to express their opinions honestly members to express their opinions honestly

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Chapter 6, Lesson 3

SummarySummary

• What is the nature of consensus?What is the nature of consensus?

• What are methods of building What are methods of building consensus?consensus?

Chapter 6, Lesson 3

NextNext

• Today—building consensusToday—building consensus

• Next—leadership factorsNext—leadership factors

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