Negotiating ChangeJill Grogg, jillgrogg@gmail.com

“One of the things I learnt when I was negotiating was that until I changed myself, I

could not change others.”

Nelson Mandela

Seriously …

• Negotiating change of the magnitude required for a shift from legacy to next gen systems necessitates serious self-reflection and a thorough understanding of communication.

Communication

• Understanding communication means understanding negotiation

• Analyze and interpret noise• Apply feedback loop

Modern day samurai

Ordered flexibility“It embodies preparation, observation, poise, timing, and readiness to act. That is, in this position, the warrior is prepared to do whatever is necessary given the actual situation. He is grounded in the reality of the moment, observant and poised. Yet, he can easily respond to changing circumstances. He does not make up his mind to act until the appropriate time; but, when he does act, he moves decisively.”

Percentage of women in librarianship

1983: 87.3%

1993: 88.3%

2010: 82.8%

Source: Statistical Abstract of the United States (1983, 1993: Table 637; 2010: Table 616)

Women & Negotiation

Studies have found that women do indeed behave differently from men when they negotiateSituational triggers:

–Ambiguous situations–Negotiating for others–When competition is high

Listen to the experts

• Doing your homework• Options for mutual gain• Avoid: Negative leverage

It’s not personal

It’s just business.

• Ashmore & Grogg. “The Art of Negotiation” (three-article series), 2009, Searcher: The Magazine for Database Professionals

• Ronald Shapiro & Mark Jankowski. The Power of Nice

• Roger Fisher & William Ury. Getting to Yes• Richard Shell. Bargaining for Advantage:

Negotiation Strategies for Reasonable People• Donald Krause. The Book of Five Rings for

Executives