Transcript NEGOTIATING AND LOBBYING Jessica Kay Caldwell College OVERVIEW  Negotiation: The behavioral way  The need for negotiating and lobbying  Lobbying  Tips on Negotiation  Questions/Comments.

NEGOTIATING
AND LOBBYING
Jessica Kay
Caldwell College
OVERVIEW
 Negotiation: The behavioral way
 The need for negotiating and lobbying
 Lobbying
 Tips on Negotiation
 Questions/Comments
SOURCES
Bailey, J., & Burch, M. (2010). 25
essential skills and strategies for the
professional behavior analyst. New
York, NY: Routledge.
“Winning means both sides
gain something, and it goes a
long way toward building your
reputation and helping you in
the future”
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
INTRODUCTION
Also helpful when asking for:
 A raise
 Better working conditions
 Additional staff or resources
Bailey & Burch, 2010
NEGOTIATION:
THE BEHAVIORAL WAY
Pre-Meeting Behaviors:
 Identify your goals
 Do your homework
 Come to the meeting prepared
Bailey & Burch, 2010
NEGOTIATION:
THE BEHAVIORAL WAY
In the meeting behaviors:
Identify the in-charge person
Present your position
Understand the other side
Bailey & Burch, 2010
NEGOTIATION:
THE BEHAVIORAL WAY
Identify compromise
Summarize the agreement
Know when to walk
Bailey & Burch, 2010
When is
negotiation
important?
WHY DO WE NEGOTIATE?
 Relatively new field
 Literature came from education
 The “special classroom”
 Sent to school counselor for
“fixing”
Bailey & Burch, 2010
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
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
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
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
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
BEFORE MEETING WITH THE TEACHER
Assess the teacher’s response
Take it slow
Committee: get to know everyone individually
Bailey & Burch, 2010
TIPS ON NEGOTIATION
Dream BIG!
Know your non-negotiable point
Feel, Felt, and Found Formula
Bailey & Burch, 2010
REFERENCES
Bailey, J., & Burch, M. (2010). 25 essential skills and
strategies for the professional behavior analyst. New
York, NY: Routledge.
NEGOTIATING
AND LOBBYING
Jessica Kay
Caldwell College