Empower Yourself. Negotiate for the User. IA Summit 2012

IA Summit March, 2012 EMPOWER YOURSELF:N E G O T I AT E F O R T H E U S E R Presented by Carol Smith @carologic #NegotiateForUsers

GREAT SOCIAL SKILLS =GREAT EXPERIENCES

NEGOTIATION #1

W H AT D O E S I T F E E L L I K E ? http://www.womendontask.com/stats.htmlPage 4 @carologic #NegotiateForUsers

WHY? •Unprepared •Feel Cornered •Lack of practice@carologic •Concerned about process#NegotiateForUsers http://creativecommons.org/licenses/by-nc/2.0/ http://www.flickr.com/photos/davidclow/ http:///www.flickr.com/photos/davidclow/4985160810/sizes/o/in/photostream

NEED CONFIDENCE

BEST ALTERNATIVETO A NEGOTIATED AGREEMENT?

Fisher, Roger and William L. Ury. (1981) “Getting to YES: Negotiating Agreement Without B AT N A Best Alternative to a Negotiation Agreement •Course of action that will be taken if: • Current negotiations fail • Agreement cannot be reached •Not the same as the walk away point Giving In.” Penguin Group.Page 8 @carologic #NegotiateForUsers

Fisher, Roger and William L. Ury. (1981) “Getting to YES: Negotiating Agreement Without B AT N A B E N E F I T S •Better standard to measure agreements •Protects you from: • Accepting terms too unfavorable • Rejecting terms in your interest to accept •Permits exploration of imaginative solutions Giving In.” Penguin Group.Page 9 @carologic #NegotiateForUsers

SITUATION 1

T H I S I S J AY@carologic#NegotiateForUsers http://www.flickr.com/photos/chriszerbes/6151267914/sizes/o/in/pool-70823775@N00/ http://creativecommons.org/licenses/by-nc-nd/2.0/ http://www.flickr.com/photos/chriszerbes/

@carologic THIS IS LAURA#NegotiateForUsers http://creativecommons.org/licenses/by-nc-sa/2.0/ http://www.flickr.com/photos/happykatie/2459583180/sizes/o/in/photostream/ http://www.flickr.com/photos/happykatie/

T H E Y B O T H WA N T T O W O R K H E R EPage 13 @carologic #NegotiateForUsers

O N PA P E R T H E Y L O O K T H E S A M EPage 14 @carologic #NegotiateForUsers

P R E PA R AT I O N Jay Laura •Thinking of the future •Wants to make more - •Average income $75,000 $72,000 would be nice •Winging it •BATNA = Stay at current job •No identified BATNAPage 15 @carologic #NegotiateForUsers

T H E Y A P P LY F O R T H E P O S I T I O N A N D … They both get offers!Page 16 @carologic #NegotiateForUsers

HERE’S THE THING Jay Laura •Offered $70,000 to start •Offered $70,000 to start •Negotiates up •Doesn’t negotiate - $70,000 •Gets $77,000 is great •Gets $70,000 Both get a raise of 3% each yearPage 17 @carologic #NegotiateForUsers

AS THEY CONTINUE TO WORK Jay Laura •After 5 yrs making $89,264 •After 5 yrs making $81,121 •After 10 $103,482 •After 10 $94,862 •After 15 $119,964 •After 15 $109,019Page 18 @carologic #NegotiateForUsers

A LWAY S A S K F O R M O R E http://www.flickr.com/photos/13010608@N02/3079790309/sizes/z/in/photostream/ http://creativecommons.org/licenses/by-nc/2.0/ http://www.flickr.com/photos/13010608@N02/•Keep your goals fixed in your mind•Don’t share your BATNA•Do not accept the first offer•Women need to ask for each otherPage 19 @carologic #NegotiateForUsers

SITUATION 2

I L O V E M Y M I N I VA N http://tractors.wikia.com/wiki/Dodge_CaravanPage 21 @carologic #NegotiateForUsers

IDEAL OUTCOME Dealer Me Make $ Fixed and Happy for free or cost Customer of laborPage 22 @carologic #NegotiateForUsers

B AT N A Dealer Me Get fixed Satisfied somewhere else Customer or deal with the heat.Page 23 @carologic #NegotiateForUsers

N E G O T I AT I O N Dealer Me • Great BATNA • Weaker BATNA • $975 to fix • BATNA = keys please • Asks what he can do? • I offer to pay a little more than labor. • Comes back - $200 to fix! • Better than my BATNA!Page 24 @carologic #NegotiateForUsers

OUTCOME Dealer Me Less money, Air but Satisfied Conditioning! CustomerPage 25 @carologic #NegotiateForUsers

COMPROMISE IS GOAL No Losers!

Fisher, Roger and William L. Ury. (1981) “Getting to YES: Negotiating Agreement Without B AT N A ( C O N T ) Best Alternative to a Negotiation Agreement •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 Giving In.” Penguin Group.Page 27 @carologic #NegotiateForUsers

HOW ABOUT IA?

83% Men Women 17% Web Designers By Genderhttp://www.smashingmagazine.com/2010/11/12/gender-disparities-in-the-design-field/

IA IS ~50% FEMALE •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!Page 30 @carologic #NegotiateForUsers

W E N E G O T I AT E F R O M T H E B E G I N N I N G •Scope of project •Resources •Methods •Recommendations •ImplementationPage 31 @carologic #NegotiateForUsers

P R E PA R E W I T H R E S E A R C H •Who are you dealing with? •What is important to them? • ROI, cost savings, schedule, etc. • Research to back up your position •Preferred negotiation strategiesPage 32 @carologic #NegotiateForUsers

S E PA R AT E P E O P L E F R O M T H E P R O B L E M http://www.collegehumor.com/article/6661424/job-interview-dos-and-donts •Not about people in the room • Try to minimize any emotions (positive or negative) •Match culture to minimize misunderstandings • Clothing, attitude, etc.Page 33 @carologic #NegotiateForUsers

F O C U S O N I N T E R E S T, N O T P O S I T I O N S •Need to make a great experience •Benefits for user and organization •Savings of time, money, resources, effort, etc. •Watch your pronouns • We not themPage 34 @carologic #NegotiateForUsers

I N V E N T M U LT I P L E O P T I O N S •Mutual gain within constraints Cost Time/Schedule Resources/People Level of InsightsPage 35 @carologic #NegotiateForUsers

U S E O B J E C T I V E C R I T E R I A & S TA N D A R D S •Best practices in IA •Case studies for comparison •Web analytics •SUS Score •Develop internal measurementsPage 36 @carologic #NegotiateForUsers

SITUATION 3

S I T U AT I O N Team Leader You We don’t We can’t have time afford not to for UX do UXPage 38 @carologic #NegotiateForUsers

IDEAL OUTCOME Team Leader You On time, on budget Great UX! & good UXPage 39 @carologic #NegotiateForUsers

B AT N A Team Leader You On time, As good UX as on budget, we’ll possible within fix UX later constraintsPage 40 @carologic #NegotiateForUsers

OPTIONS •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)Page 41 @carologic #NegotiateForUsers

SOLUTION •Conduct guerrilla usability study on prototype •Make changes and recommendations quickly •Work ahead for next projectPage 42 @carologic #NegotiateForUsers

R E S U LT Team Leader You Ideal BATNAPage 43 @carologic #NegotiateForUsers

REVIEW 1. Identify and remember your BATNA 2. Negotiation is about negotiation 3. Find the best solution for both partiesPage 44 @carologic #NegotiateForUsers

SHAMELESS PROMOTIONPage 45 @carologic #NegotiateForUsers

C O N TA C T C A R O L @carologic Email: Carol.Smith@perficient.com slideshare.net/carologic speakerrate.com/speakers/15585-caroljsmithPage 46 @carologic #NegotiateForUsers

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Empower Yourself. Negotiate for the User. IA Summit 2012

by Carol Smith

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Empower Yourself. Negotiate for the User. IA Summit 2012 Presentation Transcript