The document is a slide deck from a presentation titled "Empower Yourself: Negotiate for the User" given by Carol Smith at the IA Summit in March 2012. The presentation provides tips and strategies for user advocates to effectively negotiate on behalf of users, including preparing well, understanding interests rather than positions, developing multiple options, and using objective criteria. It also includes hypothetical negotiation scenarios and statistics about gender disparities in negotiation skills.

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

2. GREAT SOCIAL SKILLS
=
GREAT EXPERIENCES

3. NEGOTIATION
#1

4. W H AT D O E S I T F E E L L I K E ?
http://www.womendontask.com/stats.html
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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

6. NEED CONFIDENCE

7. BEST ALTERNATIVE
TO A NEGOTIATED
AGREEMENT?

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.
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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.
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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 E
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14. O N PA P E R T H E Y L O O K T H E S A M E
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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 BATNA
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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!
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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 year
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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 $109,019
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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 other
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20. SITUATION 2

21. I L O V E M Y M I N I VA N
http://tractors.wikia.com/wiki/Dodge_Caravan
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22. IDEAL OUTCOME
Dealer Me
Make $ Fixed
and Happy for free or cost
Customer of labor
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23. B AT N A
Dealer Me
Get fixed
Satisfied somewhere else
Customer or deal with the heat.
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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!
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25. OUTCOME
Dealer Me
Less money, Air
but Satisfied Conditioning!
Customer
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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.
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28. HOW ABOUT IA?

29. 83%
Men
Women
17%
Web Designers By Gender
http://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!
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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
•Implementation
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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 strategies
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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.
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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 them
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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 Insights
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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 measurements
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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 UX
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39. IDEAL OUTCOME
Team Leader You
On time,
on budget Great UX!
& good UX
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40. B AT N A
Team Leader You
On time, As good UX as
on budget, we’ll possible within
fix UX later constraints
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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)
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42. SOLUTION
•Conduct guerrilla usability study on prototype
•Make changes and recommendations quickly
•Work ahead for next project
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43. R E S U LT
Team Leader You
Ideal BATNA
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44. REVIEW
1. Identify and remember your BATNA
2. Negotiation is about negotiation
3. Find the best solution for both parties
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45. SHAMELESS PROMOTION
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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-caroljsmith
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47. RECOMMENDED READINGS
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4

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.
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