Empower Yourself. Negotiate for the User. IA Summit 2012


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Learn key tips for being a good negotiator for yourself and on behalf of users.

As advocates for users Information Architects have to negotiate to make the best user experience possible.

This 20 minute session was presented at the IA Summit by Carol Smith on March 24, 2012 in New Orleans, LA.

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  • When asked to pick metaphors for the process of negotiating, men picked "winning a ballgame" and a "wrestling match," while women picked "going to the dentist."
  • According to Findings From A List Apart Survey 2009, a poll created by and for Web designers, 82.6% of Web designers are male. Ironically, 66.5% of the same respondents stated there is “definitely not” a gender bias in the design field. http://www.smashingmagazine.com/2010/11/12/gender-disparities-in-the-design-field/
  • Empower Yourself. Negotiate for the User. IA Summit 2012

    1. 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
    4. 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
    5. Page 5 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
    8. 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
    9. 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
    10. SITUATION 1
    11. Page 11 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/
    12. Page 12@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/
    13. T H E Y B O T H WA N T T O W O R K H E R EPage 13 @carologic #NegotiateForUsers
    14. O N PA P E R T H E Y L O O K T H E S A M EPage 14 @carologic #NegotiateForUsers
    15. 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
    16. 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
    17. 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
    18. 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
    19. 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
    20. SITUATION 2
    21. I L O V E M Y M I N I VA N http://tractors.wikia.com/wiki/Dodge_CaravanPage 21 @carologic #NegotiateForUsers
    22. IDEAL OUTCOME Dealer Me Make $ Fixed and Happy for free or cost Customer of laborPage 22 @carologic #NegotiateForUsers
    23. B AT N A Dealer Me Get fixed Satisfied somewhere else Customer or deal with the heat.Page 23 @carologic #NegotiateForUsers
    24. 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
    25. OUTCOME Dealer Me Less money, Air but Satisfied Conditioning! CustomerPage 25 @carologic #NegotiateForUsers
    26. COMPROMISE IS GOAL No Losers!
    27. 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
    28. HOW ABOUT IA?
    29. 83% Men Women 17% Web Designers By Genderhttp://www.smashingmagazine.com/2010/11/12/gender-disparities-in-the-design-field/
    30. 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
    31. 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
    32. 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
    33. 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
    34. 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
    35. 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
    36. 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
    37. SITUATION 3
    38. 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
    39. IDEAL OUTCOME Team Leader You On time, on budget Great UX! & good UXPage 39 @carologic #NegotiateForUsers
    40. 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
    41. 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
    42. SOLUTION •Conduct guerrilla usability study on prototype •Make changes and recommendations quickly •Work ahead for next projectPage 42 @carologic #NegotiateForUsers
    43. R E S U LT Team Leader You Ideal BATNAPage 43 @carologic #NegotiateForUsers
    44. REVIEW 1. Identify and remember your BATNA 2. Negotiation is about negotiation 3. Find the best solution for both partiesPage 44 @carologic #NegotiateForUsers
    45. SHAMELESS PROMOTIONPage 45 @carologic #NegotiateForUsers
    46. 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
    48. REFERENCES •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.Page 48 @carologic #NegotiateForUsers