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The art of saying NO

YES

NO

a bit of psychologyhear the needstranslate from business to common (tech- savvy )

language‘no because no’ - the art of giving arguments tips and tricks

agenda

why should you see this presentation?

Source: http://geek-and-poke.com/

I love SAP HR

Because it shows you that there is software even

worse than ours?

Just because

don’t try to teach „business” to do

business

they are experts!

http://youtu.be/BKorP55Aqvg

why should you say NO?

responsibility

a bit of psychology

a quick glance through ‘magic’ ways to improve communication

no

nowhy is it so hard to say?

conformity

A

A A

A A A

A A A A

A A A A …A

A A A A …A

74%

nowhy is it so hard to say no?

assertiveness

assertivenessway to express own opinion

assertive != aggressive

constructive criticism

constructive criticism

criticism vs. constructive criticism

self-help books

self-help booksbeware of charlatans

communication mythsbad/incorrect communication style?

own communication stylediscover it!

hear the needs how to listen to hear the real needs?

active listening vs. business relations which techniques helps and which irritates?

reflection

summarize

signal encouragement

eliminate distractions

probe

ask (open) questions

show appeciation

paraphrase

clarifications

reflection

summarize

signal encouragement

eliminate distractions

probe

ask (open) questions

show appeciation

paraphrase

clarifications

reflection

summarize

signal encouragement

eliminate distractions

probe

ask (open) questions

show appeciation

paraphrase

clarifications

reflection

summarize

signal encouragement

eliminate distractions

probe

ask (open) questions

show appeciation

paraphrase

clarifications

reflection

summarize

signal encouragement

eliminate distractions

probe

ask (open) questions

show appeciation

paraphrase

clarifications

reflection

summarize

signal encouragement

eliminate distractions

probe

ask (open) questions

show appeciation

paraphrase

clarifications

reflection

summarize

signal encouragement

eliminate distractions

probe

ask (open) questions

show appeciation

paraphrase

clarifications

reflection

summarize

signal encouragement

eliminate distractions

probe

ask (open) questions

show appeciation

paraphrase

clarifications

reflection

summarize

signal encouragement

eliminate distractions

probe

ask (open) questions

show appeciation

paraphrase

clarifications

reflection

summarize

signal encouragement

eliminate distractions

probe

ask (open) questions

show appeciation

paraphrase

clarifications

good advice! do not interrupt the speaker

communication performance boostvisualization and mock-ups

visualization

• semi UML + schemas • remember about legend

visualization

• semi UML + schemas • remember about legend

visualization

• semi UML + schemas • remember about legend

story boarding

mock-up

• pen & paper!• balsamiq

ask

translate from business to common (tech- savvy ) language

how to discourage client from ordering adverse feature?

how about using Story Points?

high estimate as a way to scare the customer

high estimate as a way to scare the customer

common mistake

why estimates in Story Points is not enough?

why huge estimates are not scary? the customer…… doesn’t understand Story Points… is used to big estimates...… maps estimates to magic numbers in excel… doesn’t know that this implementation is not beneficial for HIM

why huge estimates are not scary? the customer…… doesn’t understand Story Points… is used to big estimates...… maps estimates to magic numbers in excel… doesn’t know that this implementation is not beneficial for HIM

why huge estimates are not scary? the customer…… doesn’t understand Story Points… is used to big estimates...… maps estimates to magic numbers in excel… doesn’t know that this implementation is not beneficial for HIM

why huge estimates are not scary? the customer…… doesn’t understand Story Points… is used to big estimates...… maps estimates to magic numbers in excel… doesn’t know that this implementation is not beneficial for HIM

estimation methods

• Business Value – (simplifying) how profitable the feature is?

• additional estimate of risk

estimation methods

• Business Value – (simplifying) how profitable the feature is?

• additional estimate of risk

estimation methods

User Story AStory Points 21

estimation methods

User Story AStory Points 21Risk XLBusiness Value 100

estimation methods

User Story A User Story A’Story Points 21 21Risk XL MBusiness Value 100 90

estimation methods

User Story BStory Points 21Risk XLBusiness Value 10

no because nothe art of giving arguments

alternatives identification

how present alternatives?

• present estimates for all variants together

User Story A User Story A’Story Points 21 21Risk XL MBusiness Value 100 90

how present alternatives?

• compare variants

User Story A User Story A’Need 1Need 2Need 3

how present alternatives?

add recommendation with reference to previously given facts

tips and trickshow improve communication

diplomacy

Source: http://newdiplomacy2010c.blogspot.com/

empathy

Source: http://microrrelatososhortstories.wordpress.com/2012/01/20/think-empathy-sympathy/

choice

summary

• don’t be afraid to express your opinion • discover own communication style• don’t be afraid to ask• boost communication by visualization • add risk and Business Value estimation• present alternatives

thank you!

http://geek-and-poke.com/