Chapter 10: Negotiation and Lobbying

1. Chapter 10: Negotiation and Lobbying By: Danielle Schatz

2. “The goal when negotiating in a meeting was not only to get what I wanted but to help the other side get something too. Win-win means both sides gain something, and it goes a long way toward building your reputation and helping you in your future.” (p. 109)

3. Overview • Importance • Negotiation strategies • Lobbying steps • Tips

4. Importance • Behavior Analysts need negotiation skills to: • Convince someone that a certain treatment is the best one • Convince someone to implement a new program or behavior treatment plan • Request a higher salary or better working conditions • Advocate for added staff and/or resources

5. Negotiation: The Behavioral Way • Before the meeting • Identify your goals • What do you want to get out of the meeting? • Do your homework • Know who will be at the meeting • Know what positions they are likely to take • Come prepared • Have examples and options in mind • Have necessary materials ready

6. Negotiation: The Behavioral Way • During the meeting • Identify the in-charge person • Interact with all members, but keep in mind who makes decisions • Present your position • Summarize and state your position • Understand the “other side” • When disagreement, ask for clarification

7. Negotiation: The Behavioral Way • During the meeting (continued) • Identify agreeable points from both sides • Compromise when possible • Be part of the team • Follow the guidelines for responsible conduct • Summarize • Document conclusions • Know when to walk • Use best ethics

8. Lobbying • A method by which you ethically work to influence the actions of others to have a positive outcome. • Lobbying should be done before presenting a proposal • “Understanding whom you are talking to so you can deal with any concerns ahead of time is a prudent strategy for being an effective professional.”

9. Lobbying Steps • Establish yourself as a reinforcer • Establish a relationship • Present yourself as non-threatening • Ask questions to get information • Show appreciation • Form trust • Assess the teacher’s response • Don’t rush it • Once people reject an idea, it is difficult to get them to reconsider

10. Tips on Negotiation • Dream big on your proposal • Ask for more than you expect to get • Feel, Felt, Found formula • Use words to convey the concept: • Example: “ I understand how you feel, other people have felt the same way, but do you know what we have found?”

11. Summary • Many negotiation strategies used to “win” are not appropriate for our field • It is necessary for Behavior Analysts to have some negotiation skills though • The skills are worthwhile if they result in higher quality services for our learners

12. Reference Bailey, J. S., & Burch, M. R. (2010) Twenty-five essential skills & strategies for the professional behavior analyst. New York: Routledge Publishing.

13. QUESTIONS?

14. THANK YOU