Abstract

Engineer: "Technically, it's possible, but..."
Sales: "So, that means it's OK!"

Misunderstandings and conflicts between engineers and sales are a perennial theme. This is a structural problem that will inevitably arise as long as the roles of engineers and sales are separate. In fact, engineers and sales should misunderstand each other!

In this book, the author, who served as a "mediator" at Google, explains the mechanisms behind miscommunication between engineers and sales and explains his unique "mediation mindset."

This book explores:

- Misunderstandings are "bonus time" for each party to utilize their expertise and arrive at a better answer
- Introducing the mindset and training methods for mediation mindset, which leads to a solution through the three processes of "humility," "understanding," and "discovery"
- "Organizing context and connecting multiple expertise" - Mediation mindset is a skill that shines in the age of AI.

This book reevaluates the value of the often-overlooked role of mediator, providing concepts and concrete practical methods that can be immediately applied to on-site conversations and negotiations.

Author’s Information

After graduating from the Graduate School of Engineering at the University of Tokyo, he joined Google as a new graduate. After gaining experience in technical sales and consulting, he worked as an executive officer at XR startup STYLY, where he was responsible for a wide range of duties including product manager, director, human resources, fundraising, and corporate planning. He then led government projects at foreign AI semiconductor startup Tenstorrent. He is currently VP of AI at AI startup Bringout, where he is responsible for new business development. He also serves as a visiting professor at the Graduate School of Business Design.