Renata Phillippi -- Showing Up as the Expert


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  • Every one…be considered the expert within your organization, be a better negotiator, & get client buy-in?  Often designers feel like they are hired to be the expert but are not treated like one
  • Today I will talk about standing in curiousity and getting clarity to explore how we can show up the as the expert every time. Would it be ok teach… 2 secrets…so that when you leave you will feel more confident to ask for & get what you want (be a great negotiator) ? My name is Renata Phillippi … connect with clients, negotiate successfully for what they want and increase their salaries. Thank you all for coming. Keith & Brian It is a privilege to serve you, challenge & excite you.
  • Let’s take a journey. We’re all designers. Whether you’re a developer, interaction designer, visual designer, or just curious about design. You all have an interest in design. You are designing an experience for someone else no matter what you’re doing, a mobile app, a web site, doesn’t matter. You’re all crafting an environment for your user but have you ever thought for a second what it would be like to create that experience when you are in the middle of negotiation such as your salary, the next project, or even for the sake of argument which movie to go see with your SO. Negotiation is in everything we do. From the apps that we build all the way over to everything else we do in life. Being able to design that experience of negotiation and being able to step back and sit in curiosity and get clarity with the people that you are with helps build trust like you are the person they want to work with. Therefore let’s explore for the next 30 minutes how to design our experiences in negotiation.  Where do we begin? Let’s begin with curiosity? What about curiosity is so vital to communication? Let’s explore the word for a moment in the case of buying a car. You walk in to buy a new car. And the salesman asks you if you’re interested in checking out the Ford? How many of you have just walked away? You know they are selling you something. They don’t even know yet what you want or need. But how different is it when they seem really curious about what we need and want? They take us on a journey of fulfilling those needs and wants and the experience of that product. Let’s take this into context of building a mobile app or web site and we want our clients to communicate better with us. How can we take them on the journey of what that web site or mobile app can do for them? And what it can do for them? How we can get to the heart of what’s important to them? One way in which to do this is to stand in curiosity. Which means you have to have a posture & attitude of curiosity. Which means you actually care about what the client or SO needs or wants matters to you and they feel that it matters to you. As designers we do know what is the best experience for their project. We’ve done the research, been in the trenches, as the expert we do know how the experience works so in this moment you are focusing all your attention on the other person. And have you had that experience when someone was solely focused on you? How did that make you feel? Did you want to hang on their every word of advice? Don’t you love the person who puts all their attention on you? Don’t you want to work with them? Once you’ve created the emotional experience with your client that you are deeply concerned about their project, needs, and their customers. Then you can work with them to get to the heart of their project. 
  • BET & the star
  • Before we get into how we need to understand how language works. As humans we aren’t really designed to be clear with each other because language is actually a SENSORY experience. (pause, breathe, take in the room, let it sink in). That’s right, SENSORY experience. Everything we do and feel from the outside world is through the use of touch taste smell hearing and seeing. So when we experience something for the first time what we feel is made up of the experience of what we saw, smelled, tasted, heard, & touched or some combination thereof. When we take that in we begin to make meaning of the experience with what we feel. Then we create words of how that experience made us feel. For example, if we’re both standing on a beach and I say that the sunset is gorgeous. You may agree but your idea of gorgeous will be different then mine because of the standards on which you weigh it against is going to different then my own. Because of the nuances of our meanings behind the words.
  • We need a new website because we’re not connecting with our users? What let’s you know that? Tell the EA story (with embarrassment & vulnerability) Then tell BofA Real Estate Center Story.
  • By now you can see why I created my talk about negotiation and how obsessed I am with this question, have you thought about the experience of designing a negotiation? Even if we never do business again-stand in curiosity with the intention of building trust- utilizing drill downs andUltimately the quality of your life My life is dedicated to servicing designers so that you can really achieve your deepest desires and experience the power in a life like that. I hope this will be the beginning of a long lasting relationship, like the clients I have shared years of tremendous times with. I hope I have an opportunity to add so much value to your life that you want to work together for a long time. Thanks for listening, thanks for working with me, thanks to Keith & Brian for developing the conference, and remember to always be curious. I will be here for 15 minutes in the back and around for the rest of the conference to answer the questions you have about me, my work, or how to solve the challenges that you are facing in negotiation.
  • Renata Phillippi -- Showing Up as the Expert

    1. 1. Showing up as the Expert<br />Renata Phillippi<br />@candlelight<br />Design by Candlelight<br />1<br />
    2. 2. Design by Candlelight<br />7/16/11 | 2<br />From Oatmeal:<br />
    3. 3. Design by Candlelight<br />7/16/11 | 3<br />From Oatmeal:<br />
    4. 4. Stand in Curiosity<br />Design by Candlelight<br />7/16/11 | 4<br />
    5. 5. Stand in Curiosity<br />Attitude of caring<br />Their needs & wants matter to you<br />They feel like they matter to you<br />Design by Candlelight<br />7/16/11 | 5<br />
    6. 6. Language is a Sensory Experience<br />Visual<br />Touch<br />Taste<br />Smell<br />Auditory<br />Design by Candlelight<br />7/16/11 | 6<br />
    7. 7. Nominalizations<br />Summarizing what we heard<br />Design by Candlelight<br />7/16/11 | 7<br />
    8. 8. Drill Downs<br />…Specifically?<br />According to whom?<br />…How?<br />In comparison to…?<br />What let’s you know that?<br />Design by Candlelight<br />7/16/11 | 8<br />
    9. 9. Word of Warning<br />Don’t drill down too much<br />Defensive<br />Design by Candlelight<br />7/16/11 | 9<br />
    10. 10. Softeners<br />That gets me curious… or I’m curious…<br />Just so I’m clear…<br />Utilize tone & intention<br />Design by Candlelight<br />7/16/11 | 10<br />
    11. 11. Thank you: Connect with me<br /><br />@Candlelight<br /><br />Design by Candlelight<br />7/16/11 | 11<br />