MOST Analysis

Mission Statement

Mission: Becoming an Effective Negotiator – Great negotiators have the necessary knowledge, experience, and skills to navigate the negotiation process with all of its rules, rituals, strategies, and tactics in a way that achieves mutually acceptable results. They also do it in a manner that enhances the relationship they have with their counterpart. In this training, we will learn powerful and effective skills that can help us negotiate anything. Becoming a better negotiator can help us get a larger share of what you want, attain more of our goals, and improve the quality of our life all around.

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Objectives

01.What’s Negotiation: departmental SWOT analysis; strategy research & development. Time Allocated: 1 Month
02. Personality Traits: departmental SWOT analysis; strategy research & development. Time Allocated: 1 Month
03. Building Rapport: departmental SWOT analysis; strategy research & development. Time Allocated: 1 Month
04. Creating Value: departmental SWOT analysis; strategy research & development. Time Allocated: 1 Month
05. Business Negotiation: departmental SWOT analysis; strategy research & development. Time Allocated: 1 Month
06. Negotiation Skills: departmental SWOT analysis; strategy research & development. Time Allocated: 1 Month
07. Negotiation Strategies: departmental SWOT analysis; strategy research & development. 1 Month
08. Conflict Resolution: departmental SWOT analysis; strategy research & development. Time Allocated: 1 Month
09. Win-Win Negotiation: departmental SWOT analysis; strategy research & development. Time Allocated: 1 Month
10. Successful Dealmaking: departmental SWOT analysis; strategy research & development. Time Allocated: 1 Month
11. Telephone Negotiations: departmental SWOT analysis; strategy research & development. Time Allocated: 1 Month
12. Persistence Power: departmental SWOT analysis; strategy research & development. Time Allocated: 1 Month

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Strategies

01. What’s Negotiation: Each individual department head to undertake departmental SWOT analysis; strategy research & development.
02. Personality Traits: Each individual department head to undertake departmental SWOT analysis; strategy research & development.
03. Building Rapport: Each individual department head to undertake departmental SWOT analysis; strategy research & development.
04. Creating Value: Each individual department head to undertake departmental SWOT analysis; strategy research & development.
05. Business Negotiation: Each individual department head to undertake departmental SWOT analysis; strategy research & development.
06. Negotiation Skills: Each individual department head to undertake departmental SWOT analysis; strategy research & development.
07. Negotiation Strategies: Each individual department head to undertake departmental SWOT analysis; strategy research & development.
08. Conflict Resolution: Each individual department head to undertake departmental SWOT analysis; strategy research & development.
09. Win-Win Negotiation: Each individual department head to undertake departmental SWOT analysis; strategy research & development.
10. Successful Dealmaking: Each individual department head to undertake departmental SWOT analysis; strategy research & development.
11. Telephone Negotiations: Each individual department head to undertake departmental SWOT analysis; strategy research & development.
12. Persistence Power: Each individual department head to undertake departmental SWOT analysis; strategy research & development.

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Tasks

01. Create a task on your calendar, to be completed within the next month, to analyze What’s Negotiation.
02. Create a task on your calendar, to be completed within the next month, to analyze Personality Traits.
03. Create a task on your calendar, to be completed within the next month, to analyze Building Rapport.
04. Create a task on your calendar, to be completed within the next month, to analyze Creating Value.
05. Create a task on your calendar, to be completed within the next month, to analyze Business Negotiation.
06. Create a task on your calendar, to be completed within the next month, to analyze Negotiation Skills.
07. Create a task on your calendar, to be completed within the next month, to analyze Negotiation Strategies.
08. Create a task on your calendar, to be completed within the next month, to analyze Conflict Resolution.
09. Create a task on your calendar, to be completed within the next month, to analyze Win-Win Negotiation.
10. Create a task on your calendar, to be completed within the next month, to analyze Successful Dealmaking.
11. Create a task on your calendar, to be completed within the next month, to analyze Telephone Negotiations.
12. Create a task on your calendar, to be completed within the next month, to analyze Persistence Power.

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Introduction

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The act of negotiating can be found almost anywhere in our daily lives. From attempting to obtain that corporate promotion to obtaining perks or a lower price on the items you wish to purchase.

Without a doubt, negotiation skills are an important part of doing business. The ability to negotiate effectively is more valuable than ever in today’s hyper-connected and increasingly competitive market.

History:

The term negotiation is derived from two Latin terms, negare otium, which mean “to deny leisure.” “Deny leisure” becomes “business” in French and Spanish. Despite the fact that the word is Latin-derived, the behavior predates that culture by approximately 200,000 years, dating back to the evolution of Homo sapiens as a species.

Throughout all of those years, humans had four basic methods for resolving disputes or solving problems. We’ve taken some liberties and dubbed them the four M’s: Might, Market, Mutual Interests, and iMagination. Anthropologists believe that for approximately 190,000 of those years, we mostly relied on our imagination. Small migrating bands of hunter-gatherers sat around campfires in the southeastern African savannahs, combining their imaginations to invent the best ways to survive.

Humans used their collective imaginations and long-term relationships around those campfires to survive and develop even better ways to live.

However, we have somehow lost these interaction skills that promoted our species’ survival. Americans, in particular, are hampered by our own culture when it comes to negotiating inventively.

Consider your own strategies for negotiating in the twenty-first century.

A businessperson’s ability to negotiate is now more important than ever for their own success as well as the success of their company. Even the most seasoned professionals can find the art of negotiation intimidating at times.

There is a process you can follow when negotiating on your own or on behalf of your company to ensure that you get the best deal for yourself and your business. Learning and adapting this process takes skill and practice.

Negotiation that is tactful and effective results in positive outcomes that are mutually beneficial. Understanding the intentions and goals of others allows you to develop creative solutions and restart stalled negotiations.

Negotiation skills also increase respect. Respect is essential in business. It is critical that your employees respect you if you want to get the most out of them, and it is equally important that vendors, clients, and anyone else with whom you may be negotiating with respect you.

Since negotiation is a necessary skill for your life and career, approaching negotiation as an art allows us to view negotiation not only as something that can be learned but also as something that can be honed through experience. Just as the greatest jazz musicians have mastered the ability to riff off one another, a negotiator must master the ability to lead laterally while bargaining. This is a key lesson for anyone engaged in negotiation. Jazz musicians must be excellent listeners. However, it is widely assumed in the business world that negotiation is mostly about talking and that the best negotiators are frequently the best conversationalists. That viewpoint overlooks perhaps the most important aspect of negotiation which is listening. You must listen to uncover what your counterpart really wants.

The Effective Negotiation Workshop is designed to prepare you to become the most Effective Negotiator you can be. Great negotiators have the necessary knowledge, experience, and skills to navigate the negotiation process with all of its rules, rituals, strategies, and tactics in a way that achieves mutually acceptable results. They also do it in a manner that enhances the relationship they have with their counterpart. In this training, we will learn powerful and effective skills that can help us negotiate anything. Becoming a better negotiator can help us get a larger share of what we want, attain more of our goals, and improve the quality of our life all around.

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Executive Summary

Most companies today look for people who can negotiate. Every day, businesses face situations that necessitate the use of negotiation by their employees. A skilled negotiator is in high demand in the job market. When interviewing candidates, companies frequently look for someone who can:

• Encourage teamwork within the organization by establishing clear goals and objectives before entering into a negotiation.

• Manage the negotiation process’s expectations so that employees approach a deal logically rather than emotionally.

Many people fear negotiation, despite the fact that they negotiate on a regular, if not daily, basis. Most of us will engage in formal negotiations at some point in our lives, whether it’s discussing the terms of a job offer with a recruiter, haggling over the price of a new car, or hammering out a contract with a supplier.

Then there are the more informal, less obvious negotiations we engage in on a daily basis, such as convincing a toddler to eat his peas, resolving a disagreement with a coworker, or convincing a client to accept a late delivery.

“Whether you like it or not, you are a negotiator… “Everyone negotiates something every day,” write Roger Fisher, William Ury, and Bruce Patton in Getting to Yes: Negotiating Agreement Without Giving In, a seminal book on negotiating.

What do these negotiations have in common, and what tools should we employ to get what we need out of our everyday, large, and small, negotiations?

In the Effective Negotiation workshop, we will equip you with the knowledge, experience, and skills to successfully navigate the negotiation process. This training will teach powerful and effective negotiating skills that will help us in any situation. Becoming a better negotiator can help us get more of what we want, achieve more of our goals, and improve the overall quality of our life.

There are 12 courses (or focus areas) in the Effective Negotiation Workshop that will assist in acquiring these skills.

Here’s what we’ll be covering:

1. What’s Negotiation: Your entire world is a negotiation table. We want a variety of things, including prestige, freedom, money, justice, status, love, security, and recognition. Some of us know how to get what we want better than others. You will be one of those people after completing this workshop and understanding and mastering the art of negotiation. This first course will teach you all the ins and outs of what negotiation is.

2. Personality Traits: We bring our distinct personalities and styles to the table during negotiation and conflict resolution. There is much we can do to improve our negotiation performance, such as thorough preparation and employing tried-and-true persuasion strategies. Should we, however, try to adapt our negotiation and conflict resolution styles to our partners? Do individual differences matter in negotiation, and if so, how do they manifest themselves? In this lesson, we look at new research that connects individual traits to negotiation outcomes and offer suggestions for how you can use this knowledge to improve your relationships and your results.

3. Building Rapport: Connecting with others is a professional and personal skill that we use on a daily basis. Rapport is a connection or relationship with another person. The process of developing that connection with someone else is known as rapport building. This is a key element in the negotiation process. In this course you will learn this powerful skill.

4. Creating Value: Businesses would not survive if value creation did not exist. They require value creation to provide financial well-being and to remain competitive in the marketplace, and consumers require value creation to provide the products and services we require in our daily lives. It’s critical to create time and space in a business for value creation. In this lesson, we’ll show you how.

5. Business Negotiation: Negotiation is an essential ingredient for advancing in the workplace. Because your position in your organization is almost always subject to negotiation the value of negotiation in business and your career cannot be overstated. In this course, we will learn the 6- Step Business Negotiation Process to use when negotiating for yourself or on behalf of your company and we’ll also reveal the Top 3 Success Tips in business negotiation.

6. Negotiation Skills: Negotiation skills are the abilities that allow two or more parties to reach an agreement. Communication, persuasion, planning, strategizing, and cooperating are all examples of soft skills. Understanding these abilities is the first step toward becoming a more effective negotiator. This course shares the 12 essential negotiation skills you’ll need to be successful. We also will dive deep into how to use emotional intelligence to achieve your professional goals more quickly.

7. Negotiation Strategies: We don’t have a choice whether or not to negotiate when doing business. The only option is how well we negotiate. Supervisors use negotiating strategies and skills to motivate employees, set budgets and timelines, employees negotiate for promotions and raises, parents negotiate with their children to clean up, and spouses negotiate every time they decide how to manage their time or finances. While there are numerous negotiation strategies available, using a mutual-gains approach is highly recommended. In this lesson, we cover the 6 most Powerful Negotiation Strategies and how to use them. You’ll also learn top tips to overcome common challenges in negotiation.

8. Conflict Resolution: Conflict in business is all too common, especially in times of increased business pressures. Even so, most of us lack basic conflict resolution skills. Rather than reacting to conflict solely on an emotional level, you can learn how to manage disputes and disagreements positively, or even avoid them entirely. Conflict resolution skills are required for a wide variety of positions in many industries. This requirement is based on the fact that conflict reduces productivity and creates a difficult work environment, resulting in unwanted staff turnover and low morale. In this course you will discover the Conflict Resolution Process and skills and how to best implement everything into your business practice.

9. Win-Win Negotiation: A win-win negotiation is achieved when both parties consider each other’s interests. A critical aspect of win-win negotiations is that the agreement cannot be improved further. To achieve this result, both parties must come up with innovative solutions that benefit both. In this lesson you will get to experience 3 strong example of the Win-Win Style of Negotiation as well as, 5 Effective Win-Win Strategies.

10. Successful Dealmaking: Whether you’re negotiating your next promotion or brokering a multi-million-dollar sale, closing the deal matters. In this course you will learn exactly what a business deal is, discover the different types of business deals along with examples and get access to helpful tips on how to make your business deals successful.

11. Telephone Negotiations: Negotiations are increasingly taking place through channels other than face-to-face meetings. Certain sections or parts of the negotiation may take place over the phone or via email, and in some cases the entire negotiation may take place in this manner. The communication channel used to conduct the negotiation will influence the dynamics of the entire negotiation process. In this lesson, we will go over the common challenges in using a non-face to face approach as well as best practices when negotiating via phone or email.

12. Persistence Power: Persistent and tenacious negotiators can shift the balance of power in their favor during a negotiation. In this course you will learn the power of being persist during the negotiation process and 3 tips to maintain our enthusiasm and move on from rejection without losing our persistence. Ultimately, persistence is and will continue to be the distinguishing characteristic of successful people. Long-term success will be determined by our ability to persist.

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Curriculum

Women Empowerment – Workshop 9 – Effective Negotiation

1. What’s Negotiation
2. Personality Traits
3. Building Rapport
4. Creating Value
5. Business Negotiation
6. Negotiation Skills
7. Negotiation Strategies
8. Conflict Resolution
9. Win-Win Negotiation
10. Successful Dealmaking
11. Telephone Negotiations
12. Persistence Power

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Distance Learning

Introduction

Welcome to Appleton Greene and thank you for enrolling on the Women Empowerment corporate training program. You will be learning through our unique facilitation via distance-learning method, which will enable you to practically implement everything that you learn academically. The methods and materials used in your program have been designed and developed to ensure that you derive the maximum benefits and enjoyment possible. We hope that you find the program challenging and fun to do. However, if you have never been a distance-learner before, you may be experiencing some trepidation at the task before you. So we will get you started by giving you some basic information and guidance on how you can make the best use of the modules, how you should manage the materials and what you should be doing as you work through them. This guide is designed to point you in the right direction and help you to become an effective distance-learner. Take a few hours or so to study this guide and your guide to tutorial support for students, while making notes, before you start to study in earnest.

Study environment

You will need to locate a quiet and private place to study, preferably a room where you can easily be isolated from external disturbances or distractions. Make sure the room is well-lit and incorporates a relaxed, pleasant feel. If you can spoil yourself within your study environment, you will have much more of a chance to ensure that you are always in the right frame of mind when you do devote time to study. For example, a nice fire, the ability to play soft soothing background music, soft but effective lighting, perhaps a nice view if possible and a good size desk with a comfortable chair. Make sure that your family know when you are studying and understand your study rules. Your study environment is very important. The ideal situation, if at all possible, is to have a separate study, which can be devoted to you. If this is not possible then you will need to pay a lot more attention to developing and managing your study schedule, because it will affect other people as well as yourself. The better your study environment, the more productive you will be.

Study tools & rules

Try and make sure that your study tools are sufficient and in good working order. You will need to have access to a computer, scanner and printer, with access to the internet. You will need a very comfortable chair, which supports your lower back, and you will need a good filing system. It can be very frustrating if you are spending valuable study time trying to fix study tools that are unreliable, or unsuitable for the task. Make sure that your study tools are up to date. You will also need to consider some study rules. Some of these rules will apply to you and will be intended to help you to be more disciplined about when and how you study. This distance-learning guide will help you and after you have read it you can put some thought into what your study rules should be. You will also need to negotiate some study rules for your family, friends or anyone who lives with you. They too will need to be disciplined in order to ensure that they can support you while you study. It is important to ensure that your family and friends are an integral part of your study team. Having their support and encouragement can prove to be a crucial contribution to your successful completion of the program. Involve them in as much as you can.

Successful distance-learning

Distance-learners are freed from the necessity of attending regular classes or workshops, since they can study in their own way, at their own pace and for their own purposes. But unlike traditional internal training courses, it is the student’s responsibility, with a distance-learning program, to ensure that they manage their own study contribution. This requires strong self-discipline and self-motivation skills and there must be a clear will to succeed. Those students who are used to managing themselves, are good at managing others and who enjoy working in isolation, are more likely to be good distance-learners. It is also important to be aware of the main reasons why you are studying and of the main objectives that you are hoping to achieve as a result. You will need to remind yourself of these objectives at times when you need to motivate yourself. Never lose sight of your long-term goals and your short-term objectives. There is nobody available here to pamper you, or to look after you, or to spoon-feed you with information, so you will need to find ways to encourage and appreciate yourself while you are studying. Make sure that you chart your study progress, so that you can be sure of your achievements and re-evaluate your goals and objectives regularly.

Self-assessment

Appleton Greene training programs are in all cases post-graduate programs. Consequently, you should already have obtained a business-related degree and be an experienced learner. You should therefore already be aware of your study strengths and weaknesses. For example, which time of the day are you at your most productive? Are you a lark or an owl? What study methods do you respond to the most? Are you a consistent learner? How do you discipline yourself? How do you ensure that you enjoy yourself while studying? It is important to understand yourself as a learner and so some self-assessment early on will be necessary if you are to apply yourself correctly. Perform a SWOT analysis on yourself as a student. List your internal strengths and weaknesses as a student and your external opportunities and threats. This will help you later on when you are creating a study plan. You can then incorporate features within your study plan that can ensure that you are playing to your strengths, while compensating for your weaknesses. You can also ensure that you make the most of your opportunities, while avoiding the potential threats to your success.

Accepting responsibility as a student

Training programs invariably require a significant investment, both in terms of what they cost and in the time that you need to contribute to study and the responsibility for successful completion of training programs rests entirely with the student. This is never more apparent than when a student is learning via distance-learning. Accepting responsibility as a student is an important step towards ensuring that you can successfully complete your training program. It is easy to instantly blame other people or factors when things go wrong. But the fact of the matter is that if a failure is your failure, then you have the power to do something about it, it is entirely in your own hands. If it is always someone else’s failure, then you are powerless to do anything about it. All students study in entirely different ways, this is because we are all individuals and what is right for one student, is not necessarily right for another. In order to succeed, you will have to accept personal responsibility for finding a way to plan, implement and manage a personal study plan that works for you. If you do not succeed, you only have yourself to blame.

Planning

By far the most critical contribution to stress, is the feeling of not being in control. In the absence of planning we tend to be reactive and can stumble from pillar to post in the hope that things will turn out fine in the end. Invariably they don’t! In order to be in control, we need to have firm ideas about how and when we want to do things. We also need to consider as many possible eventualities as we can, so that we are prepared for them when they happen. Prescriptive Change, is far easier to manage and control, than Emergent Change. The same is true with distance-learning. It is much easier and much more enjoyable, if you feel that you are in control and that things are going to plan. Even when things do go wrong, you are prepared for them and can act accordingly without any unnecessary stress. It is important therefore that you do take time to plan your studies properly.

Management

Once you have developed a clear study plan, it is of equal importance to ensure that you manage the implementation of it. Most of us usually enjoy planning, but it is usually during implementation when things go wrong. Targets are not met and we do not understand why. Sometimes we do not even know if targets are being met. It is not enough for us to conclude that the study plan just failed. If it is failing, you will need to understand what you can do about it. Similarly if your study plan is succeeding, it is still important to understand why, so that you can improve upon your success. You therefore need to have guidelines for self-assessment so that you can be consistent with performance improvement throughout the program. If you manage things correctly, then your performance should constantly improve throughout the program.

Study objectives & tasks

The first place to start is developing your program objectives. These should feature your reasons for undertaking the training program in order of priority. Keep them succinct and to the point in order to avoid confusion. Do not just write the first things that come into your head because they are likely to be too similar to each other. Make a list of possible departmental headings, such as: Customer Service; E-business; Finance; Globalization; Human Resources; Technology; Legal; Management; Marketing and Production. Then brainstorm for ideas by listing as many things that you want to achieve under each heading and later re-arrange these things in order of priority. Finally, select the top item from each department heading and choose these as your program objectives. Try and restrict yourself to five because it will enable you to focus clearly. It is likely that the other things that you listed will be achieved if each of the top objectives are achieved. If this does not prove to be the case, then simply work through the process again.

Study forecast

As a guide, the Appleton Greene Women Empowerment corporate training program should take 12-18 months to complete, depending upon your availability and current commitments. The reason why there is such a variance in time estimates is because every student is an individual, with differing productivity levels and different commitments. These differentiations are then exaggerated by the fact that this is a distance-learning program, which incorporates the practical integration of academic theory as an as a part of the training program. Consequently all of the project studies are real, which means that important decisions and compromises need to be made. You will want to get things right and will need to be patient with your expectations in order to ensure that they are. We would always recommend that you are prudent with your own task and time forecasts, but you still need to develop them and have a clear indication of what are realistic expectations in your case. With reference to your time planning: consider the time that you can realistically dedicate towards study with the program every week; calculate how long it should take you to complete the program, using the guidelines featured here; then break the program down into logical modules and allocate a suitable proportion of time to each of them, these will be your milestones; you can create a time plan by using a spreadsheet on your computer, or a personal organizer such as MS Outlook, you could also use a financial forecasting software; break your time forecasts down into manageable chunks of time, the more specific you can be, the more productive and accurate your time management will be; finally, use formulas where possible to do your time calculations for you, because this will help later on when your forecasts need to change in line with actual performance. With reference to your task planning: refer to your list of tasks that need to be undertaken in order to achieve your program objectives; with reference to your time plan, calculate when each task should be implemented; remember that you are not estimating when your objectives will be achieved, but when you will need to focus upon implementing the corresponding tasks; you also need to ensure that each task is implemented in conjunction with the associated training modules which are relevant; then break each single task down into a list of specific to do’s, say approximately ten to do’s for each task and enter these into your study plan; once again you could use MS Outlook to incorporate both your time and task planning and this could constitute your study plan; you could also use a project management software like MS Project. You should now have a clear and realistic forecast detailing when you can expect to be able to do something about undertaking the tasks to achieve your program objectives.

Performance management

It is one thing to develop your study forecast, it is quite another to monitor your progress. Ultimately it is less important whether you achieve your original study forecast and more important that you update it so that it constantly remains realistic in line with your performance. As you begin to work through the program, you will begin to have more of an idea about your own personal performance and productivity levels as a distance-learner. Once you have completed your first study module, you should re-evaluate your study forecast for both time and tasks, so that they reflect your actual performance level achieved. In order to achieve this you must first time yourself while training by using an alarm clock. Set the alarm for hourly intervals and make a note of how far you have come within that time. You can then make a note of your actual performance on your study plan and then compare your performance against your forecast. Then consider the reasons that have contributed towards your performance level, whether they are positive or negative and make a considered adjustment to your future forecasts as a result. Given time, you should start achieving your forecasts regularly.

With reference to time management: time yourself while you are studying and make a note of the actual time taken in your study plan; consider your successes with time-efficiency and the reasons for the success in each case and take this into consideration when reviewing future time planning; consider your failures with time-efficiency and the reasons for the failures in each case and take this into consideration when reviewing future time planning; re-evaluate your study forecast in relation to time planning for the remainder of your training program to ensure that you continue to be realistic about your time expectations. You need to be consistent with your time management, otherwise you will never complete your studies. This will either be because you are not contributing enough time to your studies, or you will become less efficient with the time that you do allocate to your studies. Remember, if you are not in control of your studies, they can just become yet another cause of stress for you.

With reference to your task management: time yourself while you are studying and make a note of the actual tasks that you have undertaken in your study plan; consider your successes with task-efficiency and the reasons for the success in each case; take this into consideration when reviewing future task planning; consider your failures with task-efficiency and the reasons for the failures in each case and take this into consideration when reviewing future task planning; re-evaluate your study forecast in relation to task planning for the remainder of your training program to ensure that you continue to be realistic about your task expectations. You need to be consistent with your task management, otherwise you will never know whether you are achieving your program objectives or not.

Keeping in touch

You will have access to qualified and experienced professors and tutors who are responsible for providing tutorial support for your particular training program. So don’t be shy about letting them know how you are getting on. We keep electronic records of all tutorial support emails so that professors and tutors can review previous correspondence before considering an individual response. It also means that there is a record of all communications between you and your professors and tutors and this helps to avoid any unnecessary duplication, misunderstanding, or misinterpretation. If you have a problem relating to the program, share it with them via email. It is likely that they have come across the same problem before and are usually able to make helpful suggestions and steer you in the right direction. To learn more about when and how to use tutorial support, please refer to the Tutorial Support section of this student information guide. This will help you to ensure that you are making the most of tutorial support that is available to you and will ultimately contribute towards your success and enjoyment with your training program.

Work colleagues and family

You should certainly discuss your program study progress with your colleagues, friends and your family. Appleton Greene training programs are very practical. They require you to seek information from other people, to plan, develop and implement processes with other people and to achieve feedback from other people in relation to viability and productivity. You will therefore have plenty of opportunities to test your ideas and enlist the views of others. People tend to be sympathetic towards distance-learners, so don’t bottle it all up in yourself. Get out there and share it! It is also likely that your family and colleagues are going to benefit from your labors with the program, so they are likely to be much more interested in being involved than you might think. Be bold about delegating work to those who might benefit themselves. This is a great way to achieve understanding and commitment from people who you may later rely upon for process implementation. Share your experiences with your friends and family.

Making it relevant

The