1. Leadership and Negotiations Skills For the Internal Auditor Monday – September 19, 2016 Board Pre-read

2. 2 A Few words about me 28 Years Finance and Risk Management Specialist

3. 3 A Few words about me 28 Years Finance and Risk Management Specialist That’s Me – the Skinny Guy!!!

4. 4 A Few Words About Me My first job was IBM

5. 5 A Few Words About Me My first job was IBM Here’s how San Jose looked when I first started

6. 6 A Few Words About Me My second job was at Procter & Gamble – I worked both in Cincinnati and Georgia

7. 7 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!)

8. 8 A Few Words About Me Finally I ended up at Deloitte - Been with the firm for 24 years – 18 th year as a Partner - Roles 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

9. 9 I’m also passionate about serving the community  Board Service Students for the Advancement of Global Entrepreneurs Call of Duty Endowment IIA ISACA  Deloitte’s Pro Bono Leader for the West  “Impact Day” Leader

10. 10 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!!!

11. Audience Question: Brainstorm what makes a good “Leader”

12. 12 Some Common Leadership Skills

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14. 14 “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!” - Zig Ziglar and Ed Byers #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 Traits I Would Like to Discuss Today

15. 15 Know your personality and YOUR audience’s personality D I S C How do you know someone’s personality – and how do you deal with it??? (As simple as this presentation today) #1 – Understands the Personalities You Are Dealing With

16. 16 Good for Personal and Business Relationships A C T What is the most important letter above ??? #2 – Know How to Deal with Conflict

17. 17 Remember one key thing ???? #3 – Understand the Art of Negotiation

18. 18 Remember one key thing “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 What are some common misconceived traits of winning?? #3 – Understand the Art of Negotiation

19. 19 ROLEPLAY #3 – Understand the Art of Negotiation

20. 20 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) #4 – Put Yourself in Their Shoes

21. 21 Very simple Fact Background Risk “Observation” Recommendation ??? #5 – Know How to Write a MLC

22. 22 Copyright © 2014 Deloitte Development LLC. All rights reserved. #6 - FINAL LEADERSHIP SKILL Be Yourself!

23. 23 Remember: it’s not where life put’s you – it’s where you put yourself in life