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If You Don't, He Will.
Negotiating Your UX Career
Carol Smith @carologic
Current Situation
• Prince Charming isn’t coming
• Privilege is real (male, white, social, etc.)
• Microagressions*
2
http...
3
@Steve_Upton on Twitter - Sketchnotes from @kmdk and @ma_rylou's talk on women in tech at #uxce15
83%
17%
Web Designers
By Gender (2009*)
Men Women
http://www.smashingmagazine.com/2010/11/12/gender-disparities-in-the-des...
Closing the Gender Gap in UX – 2014 Survey
• Not statistically significant different!!
• Women 45 or younger make equal to...
Knowledge is Power
• Disparities in negotiation skill and comfort
– Hurt your career
– Can hurt users
• Don’t be too much ...
What is Negotiation?
Discussion
aimed at reaching
an Agreement.
7
What Does Negotiation
Feel Like?
http://www.womendontask.com/stats.html
© http://www.dreamstime.com/mocker_info#res1100442...
Why?
• Concern about process
• Feel cornered
• Lack of practice
• Unprepared
http://www.WomenDontAsk.com/stats.html
Context Matters
Shopping
http://creativecommons.org/licenses/by-nc/2.0/ http://www.flickr.com/photos/davidclow/
http:///ww...
In UX Context
• Negotiation on behalf
of users for
– Prioritization
– Coordination
– Feature inclusion
– Wireframes to Fin...
Stories
Jay Laura
http://thirstyroots.com/dwele-hairstyle.html/98866_f27_1_011check-2
http://www.flickr.com/photos/happykatie/2459...
They both want to work here
http://www.79nm.com/massive-vision-doug-powell-on-ibm-design-thinking-march-27/
On paper they look the same
They both get offers!
Here’s the thing
Jay
• Offered $70,000 to start
• Negotiates his starting salary up
• Gets $77,000
Laura
• Offered $70,000...
As they Continue to work
Jay
• After 5 yrs making $89,264
• After 10 $103,482
• After 15 $119,964
Laura
• After 5 yrs maki...
Compromise is Goal
No Losers!
Identify
need
Research
Analyze
data
Negotiate
Negotiation Life Cycle
Happy Endings
1. Prepare
• Identify your goals
• Set high expectations
• Understand value of your work experience
• Research who you are dealing wi...
Know Your Facts
• Present research clearly
– Salary Surveys
– Similar job descriptions
– Current Situation
• UX Research
–...
• Misunderstandings can block confidence and trust
• Research to understand
– Perspective
– Preferred strategies
Who are y...
• Your style of negotiation learned at a young age
• Relationships
– Are you friends?
– Do you already dislike each other?...
Culture Matters
• Locally and Internationally
• Time and patience
• Personal space
• Nonverbal communication (e.g. eye Con...
Maria
28
UXPA Salary Survey
29
2. Identify Your BATNA
Best Alternative
to a Negotiated Agreement
BATNA (Best Alternative to a Negotiation Agreement)
• Course of action that will be taken if:
– Current negotiations fail
...
BATNA (Best Alternative to a Negotiation Agreement)
• Not the same as the walk away point
• What are you going to do?
• Wh...
BATNA (cont)
• The better your BATNA, the greater your power
– Judge every offer against your BATNA
– Don’t have to disclo...
BATNA Benefits
• Better standard to measure agreements
• Protects you from:
– Accepting terms too unfavorable
– Rejecting ...
3. Control the Message
• Delivery is clear
• From someone we trust:
– Street cred
– Knows where we’re coming from
When do we Best Hear a Message?...
Make Yourself Heard
• Come from a place of authority
• Consider your appearance
• Use your credentials
• Use their tactics...
The Negotiation
May expect this…
http://www.flickr.com/photos/a_ninjamonkey/
http://www.flickr.com/photos/a_ninjamonkey/3565672226/sizes/o...
Take a Moment – Find Your Seat
1.Chair
2.Other end
– Reserve for the guest/presenter
3.Flanking Position
– Influence flow,...
Your Approach – Deal With Facts
• Tell the story of your career
• Agree to the job description, expectations, etc.
• Clari...
Keep Emotions Level
• Positive - other party wonders if "losing"
• Negativity makes tense situations
Deflect attempts at intimidation or aggression
http://www.flickr.com/photos/trunglq/2561055473/sizes/z/in/photostream/
htt...
Be Your Own Advocate
• Set your sights high, but know your bottom line
• Understand your options and role in outcome
• BAT...
• Be Collaborative and Problem Solving
– Discuss shared goals
– Communicate effectively about your wants and goals
• Be a ...
Negotiate!
• Do not accept the first offer – ask for more
– Concerned about greed?
– Think about others – ask because othe...
Three Steps
1. Prepare - Research
2. BATNA (Best Alternative to a Negotiated Agreement)
3. Control the message
47
Be the Solution
• Help others around you
• Tell others that negotiation is an option
• Support people when they are unsucc...
Celebrate Success!
http://www.WomenDontAsk.com/stats.html
Were Hiring
Austin, TX
New York, NY
Pittsburgh, PA
And more…
Recommended Readings
Twitter: @carologic
Email
smithjc@us.ibm.com
carologic@gmail.com
slideshare.net/carologic
Contact Carol
• Babcock, L. and Sara Laschever. (2008). “Ask For It: How Women can use the Power of
Negotiation to Get What They Really ...
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Negotiating ux career final

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Negotiation is the key to getting what you want and deserve. This talk will provide the most influential ideas in business regarding negotiation and empower the audience to be effective negotiators.

In UX we negotiate on behalf of users throughout the development life cycle. We do this as we work with team members, stakeholders and clients; and those skills are especially helpful when we make difficult-to-hear recommendations. Unfortunately, many of us are not taught skills that will help us negotiate well.

This session will provide the audience with tools to become effective negotiators in their personal and professional lives.

Published in: Career
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Negotiating ux career final

  1. 1. If You Don't, He Will. Negotiating Your UX Career Carol Smith @carologic
  2. 2. Current Situation • Prince Charming isn’t coming • Privilege is real (male, white, social, etc.) • Microagressions* 2 http://www.people.com/people/package/article/0,,20395222_20914989,00.html *Responding to Sexist Microagressions: http://everydayfeminism.com/2015/01/responses-to-sexist-microaggressions/
  3. 3. 3 @Steve_Upton on Twitter - Sketchnotes from @kmdk and @ma_rylou's talk on women in tech at #uxce15
  4. 4. 83% 17% Web Designers By Gender (2009*) Men Women http://www.smashingmagazine.com/2010/11/12/gender-disparities-in-the-design-field/ *Findings From A List Apart Survey 2009 (no longer available online) 66.5% of the same respondents stated there is “definitely not” a gender bias in the design field.
  5. 5. Closing the Gender Gap in UX – 2014 Survey • Not statistically significant different!! • Women 45 or younger make equal to or more than men • Men over 45 make more than women • 1355 Total Responses from 58 Countries • Salary Data converted to US Dollars 5 http://uxpa.org/resources/past-salary-surveys
  6. 6. Knowledge is Power • Disparities in negotiation skill and comfort – Hurt your career – Can hurt users • Don’t be too much like Pollyanna – World is not a safe friendly place – Protect yourself and your goals
  7. 7. What is Negotiation? Discussion aimed at reaching an Agreement. 7
  8. 8. What Does Negotiation Feel Like? http://www.womendontask.com/stats.html © http://www.dreamstime.com/mocker_info#res11004428 http://www.dreamstime.com/royalty-free-stock-photo-african-american-woman-caucasian-dentist-image11066205#res11004428
  9. 9. Why? • Concern about process • Feel cornered • Lack of practice • Unprepared http://www.WomenDontAsk.com/stats.html
  10. 10. Context Matters Shopping 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
  11. 11. In UX Context • Negotiation on behalf of users for – Prioritization – Coordination – Feature inclusion – Wireframes to Final Designs 11Wireframe: http://commons.wikimedia.org/wiki/File%3AWolfplex-Wiki-WorkshopsIdeaList-wireframe-20130929-v02.png By Dereckson (Own work) [CC BY 3.0 (http://creativecommons.org/licenses/by/3.0)], via Wikimedia Commons Bottom image: http://www.spydertrap.com/blog/2011/07/web-design-wireframes-plan-your-success/
  12. 12. Stories
  13. 13. Jay Laura http://thirstyroots.com/dwele-hairstyle.html/98866_f27_1_011check-2 http://www.flickr.com/photos/happykatie/2459583180/sizes/o/in/photostream/ http://www.flickr.com/photos/happykatie/ http://creativecommons.org/licenses/by-nc-sa/2.0/
  14. 14. They both want to work here http://www.79nm.com/massive-vision-doug-powell-on-ibm-design-thinking-march-27/
  15. 15. On paper they look the same
  16. 16. They both get offers!
  17. 17. Here’s the thing Jay • Offered $70,000 to start • Negotiates his starting salary up • Gets $77,000 Laura • Offered $70,000 to start • Doesn’t negotiate - $70,000 is great • Gets $70,000 Both get a raise of 3% each year
  18. 18. As they Continue to work Jay • After 5 yrs making $89,264 • After 10 $103,482 • After 15 $119,964 Laura • After 5 yrs making $81,121 • After 10 $94,862 • After 15 $109,019 http://www.flickr.com/photos/12567713@N00/3386157971/sizes/o/in/photostream/ http://creativecommons.org/licenses/by-sa/2.0/ http://www.flickr.com/photos/12567713@N00/
  19. 19. Compromise is Goal No Losers!
  20. 20. Identify need Research Analyze data Negotiate Negotiation Life Cycle
  21. 21. Happy Endings
  22. 22. 1. Prepare
  23. 23. • Identify your goals • Set high expectations • Understand value of your work experience • Research who you are dealing with • Until you are confident in yourself and your ask Prepare
  24. 24. Know Your Facts • Present research clearly – Salary Surveys – Similar job descriptions – Current Situation • UX Research – Return on Investment (ROI) – 100x more to fix system after release (Gilb, 1988) – Jared Spool’s $300 Million Button Bias, Randolph, G. and Deborah J. Mayhew. Cost-Justifying Usability: An Update for the Internet Age. 2005. Spool, Jared. The $300 Million Button. January 14, 2009. http://www.uie.com/articles/three_hund_million_button/
  25. 25. • Misunderstandings can block confidence and trust • Research to understand – Perspective – Preferred strategies Who are you dealing with?
  26. 26. • Your style of negotiation learned at a young age • Relationships – Are you friends? – Do you already dislike each other? • Stereotypes (yours and theirs) Your Perspective
  27. 27. Culture Matters • Locally and Internationally • Time and patience • Personal space • Nonverbal communication (e.g. eye Contact) • Listening vs. talking • Masculine-Feminine values
  28. 28. Maria 28
  29. 29. UXPA Salary Survey 29
  30. 30. 2. Identify Your BATNA Best Alternative to a Negotiated Agreement
  31. 31. BATNA (Best Alternative to a Negotiation Agreement) • Course of action that will be taken if: – Current negotiations fail – Agreement cannot be reached Fisher, Roger and William L. Ury. (1981) “Getting to YES: Negotiating Agreement Without Giving In.” Penguin Group.
  32. 32. BATNA (Best Alternative to a Negotiation Agreement) • Not the same as the walk away point • What are you going to do? • What makes you happy? • BATNA does not include the other party • Your alternative Fisher, Roger and William L. Ury. (1981) “Getting to YES: Negotiating Agreement Without Giving In.” Penguin Group.
  33. 33. BATNA (cont) • 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 Fisher, Roger and William L. Ury. (1981) “Getting to YES: Negotiating Agreement Without Giving In.” Penguin Group.
  34. 34. BATNA Benefits • Better standard to measure agreements • Protects you from: – Accepting terms too unfavorable – Rejecting terms in your interest to accept • Gives you permission to explore creative solutions Fisher, Roger and William L. Ury. (1981) “Getting to YES: Negotiating Agreement Without Giving In.” Penguin Group.
  35. 35. 3. Control the Message
  36. 36. • Delivery is clear • From someone we trust: – Street cred – Knows where we’re coming from When do we Best Hear a Message? http://www.flickr.com/photos/cizake/4164756091/sizes/o/in/photostream/ http://www.flickr.com/photos/cizake/
  37. 37. Make Yourself Heard • Come from a place of authority • Consider your appearance • Use your credentials • Use their tactics as needed • Avoid becoming negative about previous experience
  38. 38. The Negotiation
  39. 39. May expect this… http://www.flickr.com/photos/a_ninjamonkey/ http://www.flickr.com/photos/a_ninjamonkey/3565672226/sizes/o/in/photostream/
  40. 40. Take a Moment – Find Your Seat 1.Chair 2.Other end – Reserve for the guest/presenter 3.Flanking Position – Influence flow, assist Chair 4.Middle Few – Soften or mitigate opposition – Near Chair and your opposition has to talk over or through you. 1 2 43 3 Richard Winters, MD, http://www.richardwinters.com/seats Where Do You Sit In A Meeting? The 4 Power Positions
  41. 41. Your Approach – Deal With Facts • Tell the story of your career • Agree to the job description, expectations, etc. • Clarify breaks in work, etc. Shell, Richard G. (2006) Bargaining for Advantage: Negotiation Strategies for Reasonable People. Penguin Group
  42. 42. Keep Emotions Level • Positive - other party wonders if "losing" • Negativity makes tense situations
  43. 43. Deflect attempts at intimidation or aggression http://www.flickr.com/photos/trunglq/2561055473/sizes/z/in/photostream/ http://www.flickr.com/photos/trunglq/
  44. 44. Be Your Own Advocate • Set your sights high, but know your bottom line • Understand your options and role in outcome • BATNA • Continue to develop • Use if needed Shell, Richard G. (2006) Bargaining for Advantage: Negotiation Strategies for Reasonable People. Penguin Group
  45. 45. • Be Collaborative and Problem Solving – Discuss shared goals – Communicate effectively about your wants and goals • Be a Good Listener • Resolve tough issues using fair standards and criteria (salary survey, etc.) • Find the best solution for both parties Get Them to Say Yes
  46. 46. Negotiate! • Do not accept the first offer – ask for more – Concerned about greed? – Think about others – ask because other’s can’t – 'A rising tide lifts all the boats' 46
  47. 47. Three Steps 1. Prepare - Research 2. BATNA (Best Alternative to a Negotiated Agreement) 3. Control the message 47
  48. 48. Be the Solution • Help others around you • Tell others that negotiation is an option • Support people when they are unsuccessful • Speak up! 48
  49. 49. Celebrate Success!
  50. 50. http://www.WomenDontAsk.com/stats.html Were Hiring Austin, TX New York, NY Pittsburgh, PA And more…
  51. 51. Recommended Readings
  52. 52. Twitter: @carologic Email smithjc@us.ibm.com carologic@gmail.com slideshare.net/carologic Contact Carol
  53. 53. • 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

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