Download - Empower Yourself. Negotiate for the User. IA Summit 2012

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

Page 4 @carologic #NegotiateForUsers

WHAT DOES IT FEEL L IKE?

http

://w

ww

.wom

endo

ntas

k.co

m/s

tats

.htm

l


•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?


•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.


•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


THIS IS JAY

http

://w

ww

.flic

kr.c

om/p

hoto

s/ch

risze

rbes

/615

1267

914/

size

s/o/

in/p

ool-7

0823

775@

N00

/ht

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/


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

/


THEY BOT H WANT TO WORK HERE


ON PAPER T HEY LOOK THE SAME


•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


They both get offers!

THEY APPLY F OR THE POSI T ION AND…


•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


•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


•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

.flic

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


I LOVE MY MI N IVAN

http

://tra

ctor

s.w

ikia

.com

/wik

i/Dod

ge_C

arav

an


Dealer

IDEAL OUTCOME

Fixed for free or cost

of labor

Make $ and Happy Customer

Me


Dealer

BAT NA

MeGet fixed

somewhere else or deal with the heat.

Satisfied Customer


• 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


Dealer

OUTCOME

Me

Air Conditioning!

Less money, but Satisfied

Customer

No Losers!

COMPROMISE IS GOAL


•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/


•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


•Scope of project•Resources•Methods•Recommendations•Implementation

WE NEGOTI ATE FROM THE BEGINNING


•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


•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


•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


•Mutual gain within constraints

Cost

Time/Schedule

Resources/People

Level of Insights

INVENT MULT IPLE OPTIONS


•Best practices in IA•Case studies for comparison•Web analytics•SUS Score•Develop internal measurements

USE OBJ ECTIVE CRI TERIA & STANDARDS

SITUATION 3


Team Leader

SI TUAT ION

We can’t afford not to

do UX

We don’t have time

for UX

You


IDEAL OUTCOME

Great UX!On time,

on budget & good UX

Team Leader You


BAT NA

As good UX as possible within

constraints

On time, on budget, we’ll

fix UX later

Team Leader You


•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


•Conduct guerrilla usability study on prototype•Make changes and recommendations quickly•Work ahead for next project

SOLUTION


RESULT

BATNAIdeal

Team Leader You


1. Identify and remember your BATNA 2. Negotiation is about negotiation3. Find the best solution for both parties

REVI EW


SHAMELESS PROMOTION


@carologic

Email: [email protected]

slideshare.net/carologic

speakerrate.com/speakers/15585-caroljsmith

CONTACT CAROL

Page 47

RECOMMENDED READINGS

47


•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