1. NEGOTIATING AND LOBBYING Jessica Kay Caldwell College

2. OVERVIEW  Negotiation: The behavioral way  The need for negotiating and lobbying  Lobbying  Tips on Negotiation  Questions/Comments

3. SOURCES  Bailey, J., & Burch, M. (2010). 25 essential skills and strategies for the professional behavior analyst. New York, NY: Routledge.

4.  “Winning means both sides gain something, and it goes a long way toward building your reputation and helping you in the future”

5. INTRODUCTION  The “business” of providing behavioral services  Pseudosciences & Fads  it is our job to “sell” our business  Not enough to be a good clinician Bailey & Burch, 2010

6. INTRODUCTION  Also helpful when asking for:  A raise  Better working conditions  Additional staff or resources Bailey & Burch, 2010

7. NEGOTIATION: THE BEHAVIORAL WAY  Pre-Meeting Behaviors:  Identify your goals  Do your homework  Come to the meeting prepared Bailey & Burch, 2010

8. NEGOTIATION: THE BEHAVIORAL WAY  In the meeting behaviors:  Identify the in-charge person  Present your position  Understand the other side Bailey & Burch, 2010

9. NEGOTIATION: THE BEHAVIORAL WAY  Identify compromise  Summarize the agreement  Know when to walk Bailey & Burch, 2010

10. When is negotiation important?

11. WHY DO WE NEGOTIATE?  Relatively new field  Literature came from education  The “special classroom”  Sent to school counselor for “fixing” Bailey & Burch, 2010

12. WHY DO WE NEGOTIATE?  Now, the behavior analyst comes in  Look for causal variables & function  What is often found:  Child needs new academic tasks and receives reinforcement for disruptive behavior Bailey & Burch, 2010

14. WHAT DO YOU DO?  Tell the teacher to change her behavior?  Ask her to reinforce behavior to a child she has come to dislike? Bailey & Burch, 2010

15. LOBBYING  Organized attempts to influence legislators  For us: influence actions of others  Our special interest group: the child  What we recommend: specific set of changes Bailey & Burch, 2010

16. BEFORE MEETING WITH THE TEACHER  Establish yourself as a reinforcer  Observe what their reinforcers are and provide them  Offer to help out in the classroom Bailey & Burch, 2010

17. BEFORE MEETING WITH THE TEACHER  Ask questions to get information  Always reply with “Thank you that really helps me understand _____ better. I appreciate it.”  Observe how well the teacher might adapt to change Bailey & Burch, 2010

18. BEFORE MEETING WITH THE TEACHER  Assess the teacher’s response  Take it slow  Committee: get to know everyone individually Bailey & Burch, 2010

19. TIPS ON NEGOTIATION  Dream BIG!  Know your non-negotiable point  Feel, Felt, and Found Formula Bailey & Burch, 2010

21. REFERENCES  Bailey, J., & Burch, M. (2010). 25 essential skills and strategies for the professional behavior analyst. New York, NY: Routledge.

22. NEGOTIATING AND LOBBYING Jessica Kay Caldwell College