Chapter 10: Negotiation and Lobbying By: Danielle Schatz

“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)

Overview Importance Negotiation strategies Lobbying steps Tips

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

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

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

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

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.”

Lobbying Steps 1. Establish yourself as a reinforcer – Establish a relationship – Present yourself as non-threatening 2. Ask questions to get information – Show appreciation – Form trust 3. Assess the teacher’s response – Don’t rush it – Once people reject an idea, it is difficult to get them to reconsider

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?”

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

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

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