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The Architecture of
Advocacy
@cwodtke
www.cwodtke.com
Note: This presentation is
annotated so it can be
understood with out me
talking.
That why there are big ugly
grey boxes everywhere.
Also there were many
exercises, so… wish you were
there!
DESIGN IS KING
Everybody is talking about how
critical design is.
WHY AREN’T
I RICH?
Where is my flying car? My private
island?
Design has a servant mentality.
Waits to be asked for his opinion.
Waits for the raise fairy to come.
THE USUAL
ADVICE
So what can you do? So many talks
on ROI, language of business…
We are advised to mesmorize.
To use judo
YOU HAVE SKILLS
TO SOLVE THIS
This is a new model for advocating
YOU THEM
EMPATHY
ENVIROMENT
CONVERSATIONS
GET GOOD
WITH YOU
SHARE A PROUD
MOMENT
USE THE WORD “I”
EXERCISE
WAS IT HARD TO
BLOW YOUR
OWN HORN?
LISTENER:
What was the speaker’s
superpower?
WHAT DO YOU
HAVE?
YOU MUST KNOW
YOUR NEEDS
YOUR WANTS
YOUR VALUE
SEEK FIRST TO
UNDERSTAND
OWN YOUR FATE
INTERVIEW
WHAT IS A GOOD DAY?
WHAT IS A BAD DAY?
EXERCISE
LISTENER:
WHAT
MAKES
HER
WIN?
YOU GOT THIS
WHAT DOES SUCCESS LOOK LIKE?
WHAT DOES FAILURE LOOK LIKE?
WHAT ARE THEY AFRAID OF?
FEAR, PAIN, PREJUDICE
What shuts ears off?
Do they have a preexisting prejudice
about you, miss fancy designer-
pants? You must disprove it.
If it’s pain, you must wait for it to
pass or relieve it. Same with fear.
ENVIRONMENT
MAP
You are a designer. Make a map of
your business world.
I’m always horrified how few
designers know how the company
makes money. Know:
BUSINESS MODEL
GROUP
DYNAMICS
Who hates who? Where are their
alliances? Interdependancies?
RHYTHM
When can you boss even hand out
raises? Quarterly? Yearly?
If you know you, know them, know
your environment you can talk.
YOU THEM
EMPATHY
ENVIROMENT
CONVERSATIONS
TRANSACTIONAL
Two types of conversation. This is “I
do good, you give raise” It’s less
common that you think, and higher
risk than….
COLLABORATIVE
This is when you have a goal (check
out is ugly) they have a goal (check
out under-perfroms) and you design
a project together
BODY LANGUAGE
You talk with more than just your
mouth, as do they.
Reading people is useful.
YOUR BODY TELLS
YOUR STORY
Images from Amy Cuddy’s research on power poses
Your body changes your chemistry.
However, be careful what you are
saying with power poses.
READ
You are ready to finally have that
raise talk. But they are sitting with
arms crossed. What do you do?
WRITE
Mirror their poses. Keep your body
open.
WORDS
It’s critical to pick wisely.
SPEAK THE
LANGUAGE OF
THE PLACE
If they use ROI, you use ROI. If they
don’t, you will look clueless.
“ITS MORE ABOUT
THE PACKAGE”
Common way to talk about salary
(+benefits and stock) in Silicon
Valley.
“GET TO THE
NEXT LEVEL”
Common way to ask about
raise/promotion in SV.
SPEAK NEED TO
NEED
This is from Nonviolent
Communication. You want to
What do they need to be successful?
You? Where is the overlap?
KNOW
YOURSELF
KNOW THE
OTHER
KNOW THE
TERRITORY
MAKE AN
US
BE WILLING TO
GET THE EFF OUT
OF DODGE
Some final advice. To negotiate
successfully, you need to
If you can’t walk out, you can’t
negotiate effectively.
ADDITIONAL
HOMEWORK
MAKE A SENTENCE ABOUT YOUR AWESOME
DISCOVER OTHERS AWESOME
PLOT SOMETHING TOGETHER
Thank
You
@cwodtke
www.cwodtke.com
I coach teams and
individuals to make
dreams realities.

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The Architecture of Self Advocacy