Presentation Transcript

1. TOPIC PSYCHOLOGICALLISTENING
2. Psych listening = listening for what people mean vs. what they actually say. Listening for people’s agendas, intentions, & influence tactics Perceiving what really transpired in a group conversation
3. Most people probably listen no more than 4-5 times a week. Listening is WORK because it takes concentration & lack of self-centeredness.
4. Pull-down professional psych maps
5. Agendas Authenticity Influence approach Pro values/priorities Pro constraints Personal dysfunctions Cognitive complexity Emotional intelligence
6. PsychList is largely innate but can be sharpened via feedback among joint listeners.
7. ORGDRAMA

8. NETWORKINGFastAssistanceServiceTeamWheels

9. Marty Evans, F.A.S.T. Wheels- manager
10. Lauren Culp, Analyst
11. Derrick Gholson, operations manager for the Corpus Christi Health Care Coop
12. Marty & Lauren recently met with Derrick Gholson, operations manager for the Corpus Christi Health Coop. Derrick wants to talk with Marty & Lauren about Wheels becoming a community sponsor in the new “Cars for the Community” program.
13. Maintaining a visible, positive community profileis very important to FW. FW wants to be seen as a caring & contributingmember of the local community.
14. FW is also always looking for networking opportunities with potential rental clients, especially fleet rentals & after-market car sales.
15. F.A.S.T. is holding a lunch meeting with potential corporate financial co-sponsorsof “Cars for the Community,” a new public relations program being considered by F.A.S.T.
16. The program would make complementary vehicles available for Corpus Christi social service organizations to use in serving special case members of the community who require occasional transportation services. The luncheon is being held at a Corpus Christi restaurant to introduce “Cars for the Community” to the potential sponsors.
17. FW must gauge the interest of potential fellow-sponsors before it makes a commitment to C for C. FW must also see if the companies at the lunch are willing to partner with FW in the program to make a big splash. FW can’t go it alone.
18. MARTY & LAUREN’S PSYCHOLOGICAL LISTENING AGENDA AT THE LUNCHEON
19. Listen for sponsor agendas& intent to cooperate vs. dominate Listen for potential long-term commitment Listen for niches each potential sponsor can occupy in the program
20. Listen for sponsor expectations & degree of respect for the program Listen for rapport-building between the reps at the lunch Listen for sponsor perceptions of FW
21. Franky Coleman, restaurant owner
22. Franky sponsored the lunch & paid all costs = enthusiastic buy-in to the program. Perhaps Franky’s hospitality can be used more for future meetings of the sponsors.
23. “We think the program should serve a wide group of Corpus Christi residents.”
24. What does Franky mean by “wide group of residents” Ethnic agenda? The poor? All neighborhoods?
25. Why not prompt Franky to be more specific/clear about what he means? In the early phases of a project, don’t push people to prematurely commit to an issue they have just encountered. This could become a barrier to future change of thought & direction.
26. Jesse Puentes, TAMU/CC University VP
27. Jesse is a great contact to have, b/c TAMU/CC has a great city image & could be a major new institutional customer for FW If FW can impress Jesse, maybe that is their conduit into TAMU/CC.
28. “We would have more interest in sponsoring the program if it were coordinated by the city government rather than social service agencies.”
29. Is Jesse worried about the competence of the service agencies? Why the need for a buy-in from the city govt? Perhapsas anavenue of good strokes between the TAMU/CC & Corpus govt?
30. Wouldn’t it be easier for FW to coordinate with the agencieswho actually use the rental cars than to have the city govt. be a middle man?
31. As with Franky Colman, don’t push Jessie Puentesinto a corner just yet about what he means. It’s too soon & premature. Give the scenario time to develop: relationships, superordinate goals, trade-offs, etc.
32. Germaine Pierson Wal-Mart regional manager
33. Germaine represents a giant major corp. that has experienced image problems thru the years. She may be worried that FW won’t be able to meet all of the requests of service agencies, possibly leading to charges of “discrimination,” which WM definitely doesn’t want to be “smeared” with.
34. W-M could certainly help the “big-time” local image FW would like to have, but wouldn’t such a big sponsor dominate everything?
35. Vinitha Arjay, C.C. Chamber of Commerce
36. Getting the endorsement of the CC would be a plumb for FW & maybe a potential new institutional customer as well.
37. “Will the other car rental firms in Corpus be involved in this program?”
38. Vinitha may be worried that FW is too small to meet all the service agency demands for this program-or that the chamber might be accused of favoring FW over other rental firms that are also Chamber members.
39. How are Marty & Lauren going to remember all of the psychological nuances & ambiguities of this first tentative conversation? Marty & Lauren need to jointly write down ASAP all they remember & also share it with Gloria, Armando, Penny, & Ryan.
40. SPONSOR INTERPRETATION SIGNALS Lag time in responding to the luncheon Telling vs. discussing vs. asking Agenda domination or meshing? Hogging or sharing the limelight? Expectations for ROI from project participation
41. PSYCH DYNAMICS What will turn win-lose agendas into win-win? What superordinate goals will emerge & which will be mutually endorsed? Can the sponsors become LeadFollowers?