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 ARENT 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 speakers 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 its 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.

Im 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 Its 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 Cuddys 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 Its critical to pick wisely.

SPEAK THE LANGUAGE OF THE PLACE If they use ROI, you use ROI. If they dont, 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 cant walk out, you cant 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.