Technical Writers and Negotiating Skills

["Karen E. Black" <kblack_text -at- hotmail -dot- com>]

I learned just HOW bad my negotiating skills were at an alternate dispute 
resolution seminar (4 days last summer). Pricey course, but I was on 
contract (at Nortel), and I was able to take the time and money and add to 
my soft skills.

In an early exercise, I played a role as an art dealer who was negotiating 
terms with a semi-retired accountant who wanted to spend his severance on 
something for his wife. I didn't know he was between jobs and he didn't know 
I needed a part-time bookkeeper. And we never did find out.... From that and 
other role-playing exercises, I learned some things that I have been able to 
put into practice at work:

You can't negotiate with SMEs for their time (just kidding -- they always 
want coffee). Ask up front for a bit of their time (or go and hang at their 
desks) to discuss your questions -- don't ask -if- they have any time.

Open your mind (but not so much that your brain falls out -- thanks, Ann 
Landers). Instead of wondering later about things that generated questions 
so as not to appear iggerunt, I started asking questions at that time. 
Questions generate questions. I asked a lot more in my recent interviews 
than I ever had.

I also lost my fear of asking stupid questions (at the age of 43).

I learned not to say the first thing that came into my head, especially if 
it was a nasty joke....

Stop waiting for the speaker to stop speaking, and start listening (thanks, 
Quentin Tarantino).

If something (like salary, vacation days, telecommuting, gas allowance, 
health benefits) aren't on the table, put them on a side table. You remember 
where you gave in and remind them of that later.

I'm also high up on the wuss meter, and am generally happy with what I'm 
offered since I'm not hugely greedy or ambitious, but so far I have saved 
some money with tradespeople, and am really enjoying the job I have (that my 
agency negotiated for).

Karen E. Black
Technical Writer
www.dhltd.com
--------------------------------------------
"Higgledy Piggledy, my white hen;
She lays eggs for gentlemen.
You cannot persuade her with gun or lariat
To come across for the proletariat."
--Dorothy Parker


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