Carol Smith presented on negotiating for users. She emphasized preparing with research on the other parties, focusing on shared interests rather than positions, and inventing multiple options. Having a strong best alternative to a negotiated agreement (BATNA) gives more power in negotiations. Smith provided examples of negotiations and highlighted remembering your BATNA, finding compromises, and practicing negotiations.
4. Page 4
What Does it Feel Like?
http://www.womendontask.com/stats.html
5. Page 5
•Unprepared
•Feel Cornered
•Lack of practice
What are the Issues?
•Concerns about process
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
BATNA
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
9. Fisher, Roger and William L. Ury. (1981) “Getting to YES: Negotiating Agreement Without
BATNA Benefits
•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
11. Page 11
This is Jay
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
This is Laura
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/
15. Preparation
Jay Laura
Thinking of the future Wants to make more –
Desired income $75,000 $72,000 would be nice
BATNA = Stay at current job No identified BATNA
Page 15
16. They apply for the position and…
They both get offers!
Page 16
17. Here’s the thing
Jay Laura
Offered $70,000 Offered $70,000
Negotiates up “Close enough”
Gets $77,000 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 $89,264 •After 5 yrs $81,121
•After 10 $103,482 •After 10 $94,862
•After 15 $119,964 •After 15 $109,019
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19. BATNA’s Can be Silent
•Neither needed to mention BATNA
•Both negotiating with same people
•Different outcomes
•Keep your goals fixed in your mind
•Do not accept
•Carefully consider the first offer
• Women need to ask for each other
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21. Page 21
I Love my Minivan
http://tractors.wikia.com/wiki/Dodge_Caravan
22. Ideal Outcome
Dealer Me
Make $ Fixed
and Happy for free or cost
Customer of labor
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23. BATNA
Dealer Me
Get fixed
Satisfied somewhere else
Customer or deal with the heat.
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24. Negotiation
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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27. Fisher, Roger and William L. Ury. (1981) “Getting to YES: Negotiating Agreement Without
Make your BATNA Work
Best Alternative to a Negotiation Agreement
•The better your BATNA, the greater your power
•Judge every offer against your BATNA
•They have a strong BATNA?
• Advance your respective interests
Giving In.” Penguin Group.
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30. UX is ~50% Female
•Potential disadvantage (PM, Devs, etc.)
•Disparities in negotiation skill and comfort
•Fail at negotiating on their behalf
•Hurt user’s experience
•You are their advocate
•Speak up!
Page 30
31. Negotiate from the Beginning
•Scope of project
•Resources
•Methods
•Recommendations
•Implementation
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32. Prepare with Research
•Who are you dealing with?
•What is important to them?
• ROI, cost savings, schedule, etc.
•Preferred negotiation strategies
•Research to back up your position
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33. Separate PEOPLE from the Problem
http://www.collegehumor.com/article/6661424/job-interview-dos-and-donts
•Not about people
• Minimize emotions – be neutral
•Match culture to minimize misunderstandings
• Clothing, attitude, etc.
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34. Focus on Shared Interest, Not Positions
•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. Invent Multiple Options
•Mutual gain within constraints
Cost
Time/Schedule
Resources/People
Level of Insights
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46. 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 46
47. Contact Carol
@carologic
Email: carolj_smith@goodyear.com
slideshare.net/carologic
speakerrate.com/speakers/15585-caroljsmith
Page 47
Editor's Notes
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."