The Architecture of Advocacy @cwodtke www.cwodtke.com
The Architecture of Self Advocacy
Aug 11, 2014
Perhaps school taught you how to make a taxonomy or create a persona from research, but did it teach you how to ask for a raise? How to create consensus between your team, product and engineering? Or how to get the right design out in the face of the “just copy Amazon/Google/Netflix” argument?
Designers are taught the skills to make good design, but not the ones that will assure that design will go live. In this talk, I’ll cover key skills every UX practitioner should know.
The techniques I’ll each are based on a combination of Nonviolent Communication, John Kotter’s Buy In, FBI negotiation techniques, and from real life in the Silicon Valley.
Attendees will learn
How to build consensus
How to argue and listen effectively
How to stay zen when the situation gets hot
How to get buy in
How to ask for what you need
While designers historically have shrunk away from selling, It’s not gross or ugly to ask for what you need to get the job done right. If designers want a place at the table, they will have to ask for it.
Designers are taught the skills to make good design, but not the ones that will assure that design will go live. In this talk, I’ll cover key skills every UX practitioner should know.
The techniques I’ll each are based on a combination of Nonviolent Communication, John Kotter’s Buy In, FBI negotiation techniques, and from real life in the Silicon Valley.
Attendees will learn
How to build consensus
How to argue and listen effectively
How to stay zen when the situation gets hot
How to get buy in
How to ask for what you need
While designers historically have shrunk away from selling, It’s not gross or ugly to ask for what you need to get the job done right. If designers want a place at the table, they will have to ask for it.
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Transcript
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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