empower yourself. negotiate for the user. ia summit 2012

E M P O W E R Y O U R S E L F : N E G O T I AT E F O R T H E U S E R

P r e s e n t e d b y C a r o l S m i t h @ c a r o l o g i c

# N e g o t i a t e F o r U s e r s

IA SummitMarch, 2012

GREAT SOCIAL SKILLS =

GREAT EXPERIENCES

NEGOTIATION #1

@carologic #NegotiateForUsers

WHAT DOES IT FEEL L IKE?

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•Concerned about process•Feel Cornered•Lack of practice•Unprepared

WHY?

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ream

NEED CONFIDENCE

BEST ALTERNATIVE TO A NEGOTIATED

AGREEMENT?


•Course of action that will be taken if: • Current negotiations fail • Agreement cannot be reached

•Not the same as the walk away point

Best Alternative to a Negotiation Agreement

BAT NA

Fish

er, R

oger

and

Will

iam

L. U

ry. (

1981

) “G

ettin

g to

YE

S: N

egot

iatin

g A

gree

men

t W

ithou

t Giv

ing

In.”

Pen

guin

Gro

up.


•Better standard to measure agreements•Protects you from:

• Accepting terms too unfavorable• Rejecting terms in your interest to accept

•Permits exploration of imaginative solutions

BAT NA BENEF IT S

Fish

er, R

oger

and

Will

iam

L. U

ry. (

1981

) “G

ettin

g to

YE

S: N

egot

iatin

g A

gree

men

t W

ithou

t Giv

ing

In.”

Pen

guin

Gro

up.

SITUATION 1


THIS IS JAY

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chris

zerb

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THIS IS LAURA

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THEY BOT H WANT TO WORK HERE


ON PAPER T HEY LOOK THE SAME


•Thinking of the future•Average income $75,000

•BATNA = Stay at current job

•Wants to make more - $72,000 would be nice•Winging it

•No identified BATNA

PREPARAT ION

Jay Laura


They both get offers!

THEY APPLY F OR THE POSI T ION AND…


•Offered $70,000 to start•Negotiates up•Gets $77,000

•Offered $70,000 to start•Doesn’t negotiate - $70,000 is great •Gets $70,000

HERE ’S T HE T HING

Both get a raise of 3% each year

Jay Laura


•After 5 yrs making $89,264 •After 10 $103,482•After 15 $119,964

•After 5 yrs making $81,121•After 10 $94,862•After 15 $109,019

AS T HEY CONT INUE TO WORK

Jay Laura


•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

ALWAYS ASK FOR MORE

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SITUATION 2


I LOVE MY MI N IVAN

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.com

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arav

an


Dealer

IDEAL OUTCOME

Fixed for free or cost

of labor

Make $ and Happy Customer

Me


Dealer

BAT NA

MeGet fixed

somewhere else or deal with the heat.

Satisfied Customer


• Great BATNA• $975 to fix

• Asks what he can do?

• Comes back - $200 to fix!

• Weaker BATNA• BATNA = keys please

• I offer to pay a little more than labor.

• Better than my BATNA!

NEGOTI AT ION

Dealer Me


Dealer

OUTCOME

Me

Air Conditioning!

Less money, but Satisfied

Customer

No Losers!

COMPROMISE IS GOAL


•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

Best Alternative to a Negotiation Agreement

BAT NA (CONT )

Fish

er, R

oger

and

Will

iam

L. U

ry. (

1981

) “G

ettin

g to

YE

S: N

egot

iatin

g A

gree

men

t W

ithou

t Giv

ing

In.”

Pen

guin

Gro

up.

HOW ABOUT IA?

83%

17%

Web Designers By GenderMen Women

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-the-

desi

gn-fi

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•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!

IA IS ~50% F EMALE


•Scope of project•Resources•Methods•Recommendations•Implementation

WE NEGOTI ATE FROM THE BEGINNING


•Who are you dealing with?•What is important to them?

• ROI, cost savings, schedule, etc.• Research to back up your position

•Preferred negotiation strategies

PREPARE WIT H RESEARCH


•Not about people in the room• Try to minimize any emotions (positive or negative)

•Match culture to minimize misunderstandings• Clothing, attitude, etc.

SEPARAT E PEOPLE F ROM THE PROBLEM

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-dos

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ts


•Need to make a great experience•Benefits for user and organization•Savings of time, money, resources, effort, etc.•Watch your pronouns

• We not them

FOCUS ON INT EREST, NOT POSI T IONS


•Mutual gain within constraints

Cost

Time/Schedule

Resources/People

Level of Insights

INVENT MULT IPLE OPTIONS


•Best practices in IA•Case studies for comparison•Web analytics•SUS Score•Develop internal measurements

USE OBJ ECTIVE CRI TERIA & STANDARDS

SITUATION 3


Team Leader

SI TUAT ION

We can’t afford not to

do UX

We don’t have time

for UX

You


IDEAL OUTCOME

Great UX!On time,

on budget & good UX

Team Leader You


BAT NA

As good UX as possible within

constraints

On time, on budget, we’ll

fix UX later

Team Leader You


•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)

OPTI ONS


•Conduct guerrilla usability study on prototype•Make changes and recommendations quickly•Work ahead for next project

SOLUTION


RESULT

BATNAIdeal

Team Leader You


1. Identify and remember your BATNA 2. Negotiation is about negotiation3. Find the best solution for both parties

REVI EW


SHAMELESS PROMOTION


@carologic

Email: [email protected]

slideshare.net/carologic

speakerrate.com/speakers/15585-caroljsmith

CONTACT CAROL

empower yourself. negotiate for the user. ia summit 2012

Technology

team leader

penguin group

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