Leadership and Negotiations Skills
For the Internal Auditor
Monday – September 19, 2016
Board Pre-read
A Few words about me
28 Years Finance and Risk Management Specialist
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A Few words about me
28 Years Finance and Risk Management Specialist
That’s Me – the Skinny Guy!!!
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A Few Words About Me
My first job was IBM
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A Few Words About Me
My first job was IBM
Here’s how San Jose looked when I first started
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A Few Words About Me
My second job was at Procter & Gamble – I worked both in Cincinnati and Georgia
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A Few Words About Me
Here was my first boss at P&G – I learned all my Project Managements skills from
him!! (in fact this was Old Man Gamble himself!)
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A Few Words About Me
Finally I ended up at Deloitte
- Been with the firm for 24 years – 18th year as a Partner
- Roles
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Lead Client Service Partner
Regional Managing Partner
Industry Leader
Talent Leader
Market Offering Leader
Currently serving some of our largest Technology and Health Care clients
I’m also passionate about serving the community
 Board Service
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Students for the Advancement of Global Entrepreneurs
Call of Duty Endowment
IIA
ISACA
 Deloitte’s Pro Bono Leader for the West
 “Impact Day” Leader
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Other Interesting Notes About Me
Driven in 49 of the 50 U.S. States
Love to Travel – been to over 40 countries
Original goal in life was to become a weather man (Dr. in Physical Science)
I have two kids and two dogs - met my wife at Chico State
Love good food and drinks – really love Pasta and my Martini!!!
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Audience Question:
Brainstorm what makes a good “Leader”
Some Common Leadership Skills
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Traits I Would Like to Discuss Today
#1 - Understands the personalities you are dealing with
#2 - Knows how to deal with CONFLICT
#3 - Understands the “Art of Negotiation”
#4 – Puts yourself in “their” shoes
#5 - Knows how to write an MLC / Report
#6 – Other thoughts
“If people like you, they’ll listen to you,
but if they trust you, they’ll do business with you. And if
they like you and trust you they’ll say yes to you!”
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- Zig Ziglar and Ed Byers
#1 – Understands the Personalities You Are Dealing With
Know your personality and YOUR audience’s personality
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How do you know someone’s personality – and how do you deal
with it??? (As simple as this presentation today)
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#2 – Know How to Deal with Conflict
Good for Personal and Business Relationships
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What is the most important letter above  ???
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#3 – Understand the Art of Negotiation
Remember one key thing
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#3 – Understand the Art of Negotiation
Remember one key thing
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“It’s not about you, it not about who “wins”, it not about who’s the loudest or the most
obnoxious – it’s about the OUTCOME
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What are some common misconceived traits of winning??
#3 – Understand the Art of Negotiation
ROLEPLAY
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#4 – Put Yourself in Their Shoes
Three mottos:
THREE MOTTOS:
1. Their Story – Not My Story
2. Inquiry, Acknowledge, and Advocate
3. What’s the Outcome (could be multiple options – remember # 1)
4. What’s Your Outcome (could be multiple options – remember # 1)
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#5 – Know How to Write a MLC
Very simple
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Fact
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Background
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Risk
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“Observation”
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Recommendation
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???
#6 - FINAL LEADERSHIP SKILL
Be Yourself!
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Copyright © 2014 Deloitte Development LLC. All rights reserved.
Remember: it’s not where life put’s you – it’s where you
put yourself in life
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