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E M P O W E R Y O U R S E L F : N E G O T I AT E F O R T H E U S E R
P r e s e n t e d b y C a r o l S m i t h @ c a r o l o g i c
# N e g o t i a t e F o r U s e r s
IA SummitMarch, 2012
GREAT SOCIAL SKILLS =
GREAT EXPERIENCES
NEGOTIATION #1
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WHAT DOES IT FEEL L IKE?
http
://w
ww
.wom
endo
ntas
k.co
m/s
tats
.htm
l
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•Concerned about process•Feel Cornered•Lack of practice•Unprepared
WHY?
http
://cr
eativ
ecom
mon
s.or
g/lic
ense
s/by
-nc/
2.0/
http
://w
ww
.flic
kr.c
om/p
hoto
s/da
vidc
low
/ht
tp://
/ww
w.fl
ickr
.com
/pho
tos/
davi
dclo
w/4
9851
6081
0/si
zes/
o/in
/pho
tost
ream
NEED CONFIDENCE
BEST ALTERNATIVE TO A NEGOTIATED
AGREEMENT?
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•Course of action that will be taken if: • Current negotiations fail • Agreement cannot be reached
•Not the same as the walk away point
Best Alternative to a Negotiation Agreement
BAT NA
Fish
er, R
oger
and
Will
iam
L. U
ry. (
1981
) “G
ettin
g to
YE
S: N
egot
iatin
g A
gree
men
t W
ithou
t Giv
ing
In.”
Pen
guin
Gro
up.
Page 9 @carologic #NegotiateForUsers
•Better standard to measure agreements•Protects you from:
• Accepting terms too unfavorable• Rejecting terms in your interest to accept
•Permits exploration of imaginative solutions
BAT NA BENEF IT S
Fish
er, R
oger
and
Will
iam
L. U
ry. (
1981
) “G
ettin
g to
YE
S: N
egot
iatin
g A
gree
men
t W
ithou
t Giv
ing
In.”
Pen
guin
Gro
up.
SITUATION 1
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THIS IS JAY
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://w
ww
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kr.c
om/p
hoto
s/ch
risze
rbes
/615
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914/
size
s/o/
in/p
ool-7
0823
775@
N00
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tp://
crea
tivec
omm
ons.
org/
licen
ses/
by-n
c-nd
/2.0
/ht
tp://
ww
w.fl
ickr
.com
/pho
tos/
chris
zerb
es/
Page 12 @carologic #NegotiateForUsers
THIS IS LAURA
http
://cr
eativ
ecom
mon
s.or
g/lic
ense
s/by
-nc-
sa/2
.0/
http
://w
ww
.flic
kr.c
om/p
hoto
s/ha
ppyk
atie
/245
9583
180/
size
s/o/
in/p
hoto
stre
am/
http
://w
ww
.flic
kr.c
om/p
hoto
s/ha
ppyk
atie
/
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THEY BOT H WANT TO WORK HERE
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ON PAPER T HEY LOOK THE SAME
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•Thinking of the future•Average income $75,000
•BATNA = Stay at current job
•Wants to make more - $72,000 would be nice•Winging it
•No identified BATNA
PREPARAT ION
Jay Laura
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They both get offers!
THEY APPLY F OR THE POSI T ION AND…
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•Offered $70,000 to start•Negotiates up•Gets $77,000
•Offered $70,000 to start•Doesn’t negotiate - $70,000 is great •Gets $70,000
HERE ’S T HE T HING
Both get a raise of 3% each year
Jay Laura
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•After 5 yrs making $89,264 •After 10 $103,482•After 15 $119,964
•After 5 yrs making $81,121•After 10 $94,862•After 15 $109,019
AS T HEY CONT INUE TO WORK
Jay Laura
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•Keep your goals fixed in your mind•Don’t share your BATNA•Do not accept the first offer•Women need to ask for each other
ALWAYS ASK FOR MORE
http
://w
ww
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kr.c
om/p
hoto
s/13
0106
08@
N02
/307
9790
309/
size
s/z/
in/p
hoto
stre
am/
http
://cr
eativ
ecom
mon
s.or
g/lic
ense
s/by
-nc/
2.0/
http
://w
ww
.flic
kr.c
om/p
hoto
s/13
0106
08@
N02
/
SITUATION 2
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I LOVE MY MI N IVAN
http
://tra
ctor
s.w
ikia
.com
/wik
i/Dod
ge_C
arav
an
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Dealer
IDEAL OUTCOME
Fixed for free or cost
of labor
Make $ and Happy Customer
Me
Page 23 @carologic #NegotiateForUsers
Dealer
BAT NA
MeGet fixed
somewhere else or deal with the heat.
Satisfied Customer
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• Great BATNA• $975 to fix
• Asks what he can do?
• Comes back - $200 to fix!
• Weaker BATNA• BATNA = keys please
• I offer to pay a little more than labor.
• Better than my BATNA!
NEGOTI AT ION
Dealer Me
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Dealer
OUTCOME
Me
Air Conditioning!
Less money, but Satisfied
Customer
No Losers!
COMPROMISE IS GOAL
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•The better your BATNA, the greater your power•Judge every offer against your BATNA•Don’t have to disclose•They have a strong BATNA?
• Best way to advance your respective interest
Best Alternative to a Negotiation Agreement
BAT NA (CONT )
Fish
er, R
oger
and
Will
iam
L. U
ry. (
1981
) “G
ettin
g to
YE
S: N
egot
iatin
g A
gree
men
t W
ithou
t Giv
ing
In.”
Pen
guin
Gro
up.
HOW ABOUT IA?
83%
17%
Web Designers By GenderMen Women
http
://w
ww
.sm
ashi
ngm
agaz
ine.
com
/201
0/11
/12/
gend
er-d
ispa
ritie
s-in
-the-
desi
gn-fi
eld/
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•Disparities in negotiation skill and comfort•Even with great design
• Fail at negotiating on their behalf• User’s experience is hurt
•You are their advocate•Speak up!
IA IS ~50% F EMALE
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•Scope of project•Resources•Methods•Recommendations•Implementation
WE NEGOTI ATE FROM THE BEGINNING
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•Who are you dealing with?•What is important to them?
• ROI, cost savings, schedule, etc.• Research to back up your position
•Preferred negotiation strategies
PREPARE WIT H RESEARCH
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•Not about people in the room• Try to minimize any emotions (positive or negative)
•Match culture to minimize misunderstandings• Clothing, attitude, etc.
SEPARAT E PEOPLE F ROM THE PROBLEM
http
://w
ww
.col
lege
hum
or.c
om/a
rticl
e/66
6142
4/jo
b-in
terv
iew
-dos
-and
-don
ts
Page 34 @carologic #NegotiateForUsers
•Need to make a great experience•Benefits for user and organization•Savings of time, money, resources, effort, etc.•Watch your pronouns
• We not them
FOCUS ON INT EREST, NOT POSI T IONS
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•Mutual gain within constraints
Cost
Time/Schedule
Resources/People
Level of Insights
INVENT MULT IPLE OPTIONS
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•Best practices in IA•Case studies for comparison•Web analytics•SUS Score•Develop internal measurements
USE OBJ ECTIVE CRI TERIA & STANDARDS
SITUATION 3
Page 38 @carologic #NegotiateForUsers
Team Leader
SI TUAT ION
We can’t afford not to
do UX
We don’t have time
for UX
You
Page 39 @carologic #NegotiateForUsers
IDEAL OUTCOME
Great UX!On time,
on budget & good UX
Team Leader You
Page 40 @carologic #NegotiateForUsers
BAT NA
As good UX as possible within
constraints
On time, on budget, we’ll
fix UX later
Team Leader You
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•Guerrilla methods•Varieties of work within time•Do work now and analyze for next round of work
• Skip this effort• Be ready for next one (work ahead)
OPTI ONS
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•Conduct guerrilla usability study on prototype•Make changes and recommendations quickly•Work ahead for next project
SOLUTION
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RESULT
BATNAIdeal
Team Leader You
Page 44 @carologic #NegotiateForUsers
1. Identify and remember your BATNA 2. Negotiation is about negotiation3. Find the best solution for both parties
REVI EW
Page 45 @carologic #NegotiateForUsers
SHAMELESS PROMOTION
Page 46 @carologic #NegotiateForUsers
@carologic
Email: [email protected]
slideshare.net/carologic
speakerrate.com/speakers/15585-caroljsmith
CONTACT CAROL
Page 47
RECOMMENDED READINGS
47
Page 48 @carologic #NegotiateForUsers
•Babcock, L. and Sara Laschever. (2008). “Ask For It: How Women can use the Power of Negotiation to Get What They Really Want.” Bantam Books. •Godin, Seth. (2010) “Linchpin: Are you Indispensable?” Penguin Group.•Ury. William L. (1991) “Getting Past NO: Negotiating in Difficult Situations.” Bantam. •Fisher, Roger and William L. Ury. (1981) “Getting to YES: Negotiating Agreement Without Giving In.” Penguin Group.•Kennedy, Gavin. (2004). “Essential Negotiation.” The Economist and Profile Books LTD. •Lavington, Camille. (2004) “You’ve Only Got Three Seconds: How to make the right impression in your business and social life.” Doubleday. •Lewicki, Roy J., et. Al. (2004) “Essentials of Negotiation.” McGraw-Hill Irwin. •Young, Ed. (2011) “Justice is served, but more so after lunch: how food-breaks sway the decisions of judges.” Discover Magazine. http://blogs.discovermagazine.com/notrocketscience/2011/04/11/justice-is-served-but-more-so-after-lunch-how-food-breaks-sway-the-decisions-of-judges/ Retrieved on October 24, 2011.
REFERENCES