Stakeholder Win-Win & WikiWinWinOutlineWhy NegotiateWhy NegotiateThe Model-Clash Spider Web: Master NetWhy Software Projects ChallengedWinWinWinWin Negotiation ModelExampleWin-lose Generally Becomes Lose-loseSlide 11Achieving WinWinWikiWinWinOverview (1)Overview (2)Enabling Technology - WikiRolesExample of a Shaper: Howard*Shaper in WikiWinWin (1)Shaper in WikiWinWin (2)Example - ShaperActivities and ScheduleWikiWinWin Negotiation ActivitiesPrevious ExperienceConclusionSlide 26Identify StakeholdersCapture GlossaryReview Negotiation TopicsSubmit Win ConditionsConverge on Win ConditionsSlide 32Identify Issues, Options, AgreementsSlide 34Slide 35Slide 36Prioritize AgreementsCheck WinWin EquilibriumSlide 39University of Southern CaliforniaCenter for Systems and Software Engineering1 ©USC-CSSE01/14/19Barry BoehmDi WuAugust 31, 2009Stakeholder Win-Win & WikiWinWinUniversity of Southern CaliforniaCenter for Systems and Software Engineering2 ©USC-CSSE01/14/19Outline•Why negotiate requirements?•What is WinWin negotiation?•Doing WinWin negotiation - WikiWinWinUniversity of Southern CaliforniaCenter for Systems and Software Engineering3 ©USC-CSSE01/14/19Why Negotiate •To produce requirements, can you just write down what the customer and user want in the requirements document?University of Southern CaliforniaCenter for Systems and Software Engineering4 ©USC-CSSE01/14/19Why Negotiate•To produce requirements, can you just put what the customer and user want in the requirements document? NO–Software project involves many stakeholders–Stakeholders have different needs/ expectations–Many are in conflict–Reconciling conflict is critical •Spider web diagram•Failures, costly rework if not done well•The best place is in negotiationUniversity of Southern CaliforniaCenter for Systems and Software Engineering5 ©USC-CSSE01/14/19The Model-Clash Spider Web: Master Net- Stakeholder value propositions (win conditions)University of Southern CaliforniaCenter for Systems and Software Engineering6 ©USC-CSSE01/14/19Why Software Projects Challenged365 respondents and represented 8380 projects. Data source: The Standish Group 1995University of Southern CaliforniaCenter for Systems and Software Engineering7 ©USC-CSSE01/14/19WinWin•The win-win approach is a set of principles, practices, and tools, which enable a set of interdependent stakeholders to work out a mutually satisfactory (win-win) set of shared commitments.WinWinagreementswin conditionsstakeholdersUniversity of Southern CaliforniaCenter for Systems and Software Engineering8 ©USC-CSSE01/14/19WinWin Negotiation ModelWin ConditionWin ConditionAgreementAgreementOptionOptionI ssueI ssueinvolvesaddressesadoptscoversWin Condition: captures individual stakeholders’ desired objectives.Issue: captures conflicts between win conditions and their associated risks and uncertainties.Option: candidate solutions to resolve an issue.Agreement: captures shared commitment of stakeholders with regard to accepted win conditions or adopted options.Win-Win Equilibrium:• All win conditions covered by agreements• No outstanding issuesUniversity of Southern CaliforniaCenter for Systems and Software Engineering9 ©USC-CSSE01/14/19Example•Win condition:–Development cost should be zero, including cost of COTS.•Issue: –There is a possibility that no free COTS that will satisfy our desired capability.•Option:–The most suitable free COTS will be used–No COTS use–Pay up to $1,000 for COTS–We find a suitable COTS, which costs $200 (Agreement)University of Southern CaliforniaCenter for Systems and Software Engineering10 ©USC-CSSE01/14/19Win-lose Generally Becomes Lose-loseProposed Solution “Winner” LoserQuick, Cheap,Sloppy ProductLots of“bells and whistles”Driving too hard abargainDeveloper &CustomerDeveloper & UserCustomer & UserUserCustomerDeveloperNOBODY wins in these situationsUniversity of Southern CaliforniaCenter for Systems and Software Engineering11 ©USC-CSSE01/14/19Example•Customer and Developers initially agreed on a “one second response time” at $30 million contract(Both customer and developers were winners)•Developers later found out it would cost them $100 million to deliver the “one-second response time” (Developers went from winner to loser)•Win-lose became lose-lose–Developers could deliver defective product or cut corners–Developers could go bankrupt if they spend $100 million–In either case, customer couldn’t get what they negotiated for (Customer also loses)•WinWin–Developers and customer prototyped with users–Found 4-second response OK 90% of the time–Developers, customer and user renegotiated a “four-second response time” at $30 million (Developers, customer, and user are all winners)University of Southern CaliforniaCenter for Systems and Software Engineering12 ©USC-CSSE01/14/19Achieving WinWin •Software requirement negotiation–Often requires compromises–Involves diverse but interdependent stakeholders–Sometimes stakeholders don’t know what they want–Stakeholders interests are often in conflict–Requires a systematic approach (WinWin, Incremental Commitment)•The course provides an opportunity to practice•The WikiWinWin tool can help you with your negotiationUniversity of Southern CaliforniaCenter for Systems and Software Engineering13 ©USC-CSSE01/14/19•Overview•Roles•Activities and Schedule•Conclusion WikiWinWinUniversity of Southern CaliforniaCenter for Systems and Software Engineering14 ©USC-CSSE01/14/19Overview (1)•WikiWinWin–Tool and process–Help success-critical stakeholders to jointly discover, elaborate, and negotiate win conditions.•Achieving WinWin in rapid interdisciplinary requirements negotiation–Multi-stakeholder–Multi-discipline–Globally distributed–Rapid change•Leverage Wiki technology and Shaper roleUniversity of Southern CaliforniaCenter for Systems and Software Engineering15 ©USC-CSSE01/14/19Overview (2)University of Southern CaliforniaCenter for Systems and Software Engineering16 ©USC-CSSE01/14/19Enabling Technology - WikiCollective authorship in wiki: everyone is a viewer and editorUniversity of Southern CaliforniaCenter for Systems and Software Engineering17 ©USC-CSSE01/14/19Roles•Two types contributions in using wiki–Contributing knowledge (knowledge contributor)•Contribute domain knowledge, win conditions, negotiate agreements•Everyone–Shaping (shaper)•Shaper role is a critical
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