Recorded: January 30, 2018
Borrowing the title of Fisher and Ury’s popular work, this session suggests strategies and invites conversation around the challenge of negotiating with your business partners—no matter who they are in your organization. In today’s environment, our technical content organizations are continually asked to support additional services with fewer team members. But doing more with less simply isn’t always possible. Informing a business partner that you cannot support a request can spark a fraught conversation, but adding more to your plate might risk sending your team into overload. Even asking for trust in your decisions as the authority in your area can be tough. Yet these conversations don’t have to become uncomfortable, and can instead provide an opportunity for dialog leading to mutual gains. You can get what your team needs, draw boundaries, and inspire confidence at the same time.
Within the context of technical content’s organizational position and business value, this session will cover core negotiation strategies that achieve win-win outcomes and how to avoid zero-sum exchanges. Since relationships are key, we’ll discuss how to identify allies and when to call on them. Finally, we’ll address the inevitable question of data—seemingly irrefutable information that can turn opinion into hard fact.
Presented by: Jill Orofino, DellEMC
California born and raised, Jill attended UCLA where she received her B.A. in English, and then pursued graduate studies at Boston University. Jill went on to teach at BU for seven years before moving into high tech. Technical content development, research and writing made up the most of Jill’s teaching experience. Jill loves to learn new things and help others reach their goals. Five years into her career in technical content, Jill assumed leadership of a technical writing team at a Boston start-up called Acme Packet. Management was another natural extension of teaching, championing staff members and motivating them. Jill started at EMC (now Dell EMC) about five years ago, bringing with her a focus on customer experience and a drive for simplicity. Jill led the global technical content teams that support core storage for four years before taking a role in Product Marketing. Jill is now exploring a new part of the content ecosystem and its relationship to the unified customer experience.