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Faculty:

Boy Pasaribu, S.Kom, G.D.B.S, M.I.S, M.I.T

SESSION 5:
•EPP-3: Interaction Plan & Quilt Principle
•Students Discussion: gLog 3 - Interaction Plan & Quilt Principle

Textbook-1:
Chapter 13: The Quilt Principle: Form Partnerships!
VIABLE (dapat hidup) VENTURE (usaha)
(EPP-5 : New Means and New Goal!)

Opportunity + Commitment
(EPP-4]: Stakeholder’s commitment!)

Idea + Action
Anything + You Interaction on
money, product,
(EPP-1: Start with
your means!) partners

(EPP-2 : Generating (EPP-3:


temporary goal!) Interaction
Plan!)

Boy Pasaribu, S.Kom, G.D.B.S., M.I.S., M.I.T,


Boy Pasaribu, S.Kom, G.D.B.S., M.I.S., M.I.T,
1. Make your group business Interaction Plan Form Implementation
Strategy
cards: each member of the
Win-win?
group with each role: group
logo, group name, member #1 potential
name, member role, UB Understand then
be understood?
address, member hp, member USER
email. (look at the busines Synergy?
card examples on Google).
Win-win?

2. Fill in the Interaction Plan #2 potential


Understand then
Form (on the right-hand side) be understood?
TECHNICAL
with 1 potential customer and 2 ADVISOR
potential advisor. Synergy?

Boy Pasaribu, S.Kom, G.D.B.S, M.I.S, M.I.T


 After the students discover: Means + Temporary Goal.
 The students need to interact with people they know (known relevant
people) who may become stakeholders:
 Potential customer: buyer
 Potential supplier
 Potential distributor
 Potential co-founder
 Potential employee
 Potential investor
 Potential advisor

 Serendipitous and intentional interaction.


 Maintain expectation: being honest about the current stage of business
idea development  potential stakeholder’s trust  increase the chance of
interaction sustainability (yang berkelanjutan).

Boy Pasaribu, S.Kom, G.D.B.S., M.I.S., M.I.T,


How to start interacting?

1. Look at the student’s list of relevant network in MEANS


section suitable to achieve particular TEMPORARY GOAL.

2. Approach each one of them with the the students group’s


uniqueness (take advantage of the the group’s strength)

3. Plan the student’s interaction that makes the potential


stakeholder interested.

4. Use Win-Win or No-Deal approach if the student still has


choices.

5. Fill the Interaction Plan form

Boy Pasaribu, S.Kom, G.D.B.S., M.I.S., M.I.T,


https://www.stephencovey.com/7habits/7habits.php
A. Choosing between 6 Approaches of Human Interaction:

1. Win / Win  cooperative arena: mutually beneficial and satisfying 


student should start building 3 IMA character traits (ciri2):
 (I) Integrity: sticking with the student’s true feelings, values and commitments.
 (M) Maturity: not only expressing the student’s ideas with courage but also
giving consideration for the ideas and feelings of the potential stakeholder
(balance between courage and consideration)
 (A) Abundance Mentality: believing there is plenty for everyone.

2. Win / Lose  “I get my way, you don’t get yours”  zero sum game 
even if there is a deal, the stakeholder will feel angry  not sustainable.
3. Lose / Win  little courage to express the student’s feelings & conviction
(pendirian)  easily intimidated by the ego strengths of the potential
stakeholder  burry a lot of feelings  unexpressed feelings never die 
come later in uglier ways  student will feel that the deal is not fair  not
sustainable.

Boy Pasaribu, S.Kom, G.D.B.S., M.I.S., M.I.T,


4. Lose / Lose  both will lose  get even  revenge is two-edged sword
 the student is miserable and thinks everyone else should be too  “If
nobody ever wins, perhaps being a loser is not so bad”

5. Win  the student does not care about the potential stakeholder  what
matter is the student gets what s/he wants  not sustainable.

6. Win / Win or No-Deal  if not Win/Win, then no other alternative  agree


to disagree agreeably: No-Deal no expectations have been created, no
contracts established  both feel liberated  both feel no need to
manipulate each other  most realistic at the beginning of venture
relationship.

“But life sometimes does not give choices, sometimes in order to survive, the
students should choose other approach, even Lose/Win. Then in the coming
future when they have other choices then they can go to this Win/Win or No-
Deal approach.”

Boy Pasaribu, S.Kom, G.D.B.S., M.I.S., M.I.T,


High

Lose/Win Win/Win or No-Deal

CONSIDERATION
(tenggang-rasa) Lose/Lose Win/Lose

Low

Low COURAGE High

(keberanian)

Boy Pasaribu, S.Kom, G.D.B.S., M.I.S., M.I.T,


B. Seek First to Understand, Then To Be Understood
Most people listen with the intent to quickly reply with their frame of reference, not to
understand the other with empathy.

What’s wrong with this?


The interaction: (Y)You have a problem with your eyes and you come to (O)Optometrist:
(Y): “I have a problem with my eyes, can you help me?”
(O): “Ok, here, put my glasses on your eyes. I’ve worn this pair of glasses for ten years
now and they have really helped me. I have an extra pair at home; you can wear these.”
(Y): “OK”..then (Y) wear the glasses.. “This is terrible, I can’t see a thing.”
(O): “Well, what’s wrong. The glasses work great for me. Try harder!”
(Y): “I’m trying..I’m trying…..everything is blur!”
(O): “Well, what does the matter with you? Think positively!”
(Y): “Ok..ok….I positively can’t see a thing!”
(O): “Oh..you are so ungrateful. And after all I have done to help you!”

Boy Pasaribu, S.Kom, G.D.B.S., M.I.S., M.I.T,


 FIRST TO UNDERSTAND: The students should start to build their emphatic
listening skill (inspires openness and trust) and their logical listening skill.

 Both listening skills will give the students more accurate data to work with.

 The risk: to understand first with these listening skills will open up the
students to be influenced then the students can become vulnerable.

 Paradox (sepertinya bertentangan tapi tidak): in order to have influence,


we have to be influenced.

 However, if the students feel that they are being over-influenced too
much, the students should stop and leave  we do not know whether the
potential stakeholder is suitable or not.

 The key is to achieve mutual interaction, if there is no mutual interaction,


then no deal.

 Seeking to understand other people requires consideration ; seeking to be


understood takes courage.
Boy Pasaribu, S.Kom, G.D.B.S., M.I.S., M.I.T,
 THEN TO BE UNDERSTOOD: the students need to
develop an effective presentation using ethos, pathos
and logos.

 Ethos: the student’s personal credibility.

 Pathos: the student’s emphatic side, in line with the


potential stakeholder’s emotional trust.

 Logos: the logic/ reasoning part.

Boy Pasaribu, S.Kom, G.D.B.S., M.I.S., M.I.T,


C. Achieve Synergy
 Two heads are better than one.

 Habit of creative cooperation.

 Teamwork, open-mindedness.

 A process of people of bringing all their personal experience and expertise


to the table.

 People can produce far better results that they could individually, the
whole are better than the sum of parts (1+1 = 10 or more).

 Interact together genuinely (open to each other’s influence).

 Capability of inventing new approaches.

 Valuing difference is what really drives synergy.

Boy Pasaribu, S.Kom, G.D.B.S., M.I.S., M.I.T,


 Effectual partnerships that co-create the venture.

 The partnerships may transform the venture into something very


different from what it started out to be.
 Two negotiation/ persuasion effects:
1. Each new partner, the means of the venture increase.

2. The goal of the venture crystallize.

 Each person who concretely stakes (mempertaruhkan) something to


come on board contributes to shaping the vision.

 Stakeholders commit resources in exchange for a chance to re-


shape the goal of the project.
 The quilt not only has to be pleasing and meaningful, but also has
to be useful and valuable.

Boy Pasaribu, S.Kom, G.D.B.S., M.I.S., M.I.T,


1. Make your group business Interaction Plan Form Implementation
Strategy
cards: each member of the
Win-win?
group with each role: group
logo, group name, member #1 potential
name, member role, UB customer: Understand then
be understood?
address, member hp, member
email. (look at the busines USER
Synergy?
card examples on Google).
Win-win?

2. Fill in the Interaction Plan #2 potential


advisor: Understand then
Form (on the right-hand side) be understood?
with 1 potential customer and 2 TECHNICAL
potential advisor. ADVISOR Synergy?

Boy Pasaribu, S.Kom, G.D.B.S, M.I.S, M.I.T


Student Names

BHAVANA Nadya T, Audia, Zaher, Windha, Fikri

DATA CARE CORPORATION M. Alfian, Nadhifah, Annisa N., Titania, Aditya

CLOUD NET Nadia M, Syara, Kezia, Rizki C, Aby

RADEN TECH Nur S., Dony, Rio, Galang, Agus

FOOD STREET Lathifah, Arya, Farah, Fitria, Rizky N.

M BUILDING Kevin, Andi, Farahdiba, Zafnat, Latifah

UGG (UberGrabGojek) Frandigo, Kelvin, Ezza, Ikhwanul, Hardi

TERNAQU Hana, M. Haecal, Editha, Safina, Diva

PARTNER TECH Reza, Saifudin, A. Luay, Lucky, Yanuar

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