The Architecture of Self Advocacy

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.