Tuesday, Sep 2, 2008

Wilson Katter's Business Deal Basics

Business of Design, Working better by Austin Govella

Wilson Katter's "business deal basics" provide solid guidelines to help you sell and negotiate design in any organization.

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Recently, David Maister ran this fantastic post on Wilson Katter’s “Business Deal Basics”.

Lately, I’ve been mulling over the idea that design is less about designing the interface and more about designing the organization that designs the interface. Wilson Katter’s basics speak to ways designers can better design the organization.

Katter has graciously allowed anyone to circulate his ideas providing you acknowledge his authorship and copyright. I’ve copied them below hoping that would make you more likely to read them. Also check out David Maister’s site. (He has a new book out!)

Wilson Katter’s Business Deal Basics

To avoid many of the problems which arise in business relationships, here is a set of prerequisite criteria with which all parties should enter the discussions/negotiations.

Much time, money and effort can often be spared with the conscientious practice of these criteria.

Without them, the negative impact of misunderstandings, aggravation and emotional wear and tear can also sometimes cause an almost incalculable loss.

  1. The goal of a win/win result, defined as such by all parties
  2. The skill of understanding the position of all the parties
  3. A keen appreciation for the relative value which each party brings to the equation
  4. The use of reliable, authoritative resources
  5. An “I may not know it all” attitude
  6. The willingness to have “facts” challenged
  7. Finely tuned listening skills
  8. Consideration of all points of view
  9. Impeccable integrity
  10. Transparency and honesty
  11. Keen analytical faculties and good judgment
  12. A mature sense of fairness
  13. Compliance with high legal, ethical and moral standards
  14. Clarity of both oral and written communication
  15. Timely replies/responsesin the exchange of information
  16. The ability to “disagree agreeably”
  17. Humble acceptance of the required modification of one’s
    position
  18. Patience to do it right the first time so it doesn’t have to be
    done over
  19. Equitable compromise without the sacrifice of principles
  20. A long-term perspective which looks beyond the near-term
    benefits
  21. Respect, respect, respect

REMEMBER, IMPROPER MOTIVES WILL MOST LIKELY KILL THE DEAL.

ALTHOUGH CHALLENGING AND SOMETIMES TOUGH, DOING BUSINESS THIS WAY CAN HAVE THE GREATEST REWARDS.

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