Usually deals and contracts have a flaw: they are designed around deliverables and penalties rather than on the relationship between involved people or organisations. This happens despite contracts should deliver an experience, like all other human artifacts which are not just an object or a service. Collaboration around a common shared goal: this is the experience to look for.

1. N E G O T I AT I N G C O N T R A C T S
A S U S E R E X P E R I E N C E S
J A C O P O R O M E I - W I A D R O M E 2 0 1 6

2. @ J A C O P O R O M E I

3. S P L I T T I N G O R A N G E S

4. A L I F E B O AT ?
W H A T D O Y O U R C O N T R A C T S F E E L L I K E ?

5. S A I L I N G B O AT ?
W H A T D O Y O U R C O N T R A C T S F E E L L I K E ?

6. W O R K A R O U N D
W H A T I S A B A D E X P E R I E N C E ?

7. C O N T R A C T S A R E C O N S T R A I N T S F O R
Y O U R N E X T C O L L A B O R AT I O N S T O RY
R A Y M O N D Q U E N E A U & 9 9 WA Y S T O T E L L T H E ‘ S A M E ’ S T O RY

9. A M E T H O D
H A R VA R D N E G O T I A T I O N P R O J E C T

10. I N T E R E S T S , N O T
P O S I T I O N S .

11. Business Needs
Take the brief and identify the end-goal of the project in business terms.
Credits: @folletto

12. Credits: @folletto

13. H A R D O N P R O B L E M ,
S O F T O N P E O P L E .

14. – A L B E R T O M U C I G N AT ( W E L L … M AY B E A . C O O P E R )
“There is no average user.”

15. – D AV I D E ‘ F O L L E T T O ’ C A S A L I
“A design that doesn’t get used is a failed design
by definition.”

16. D E V E L O P O P T I O N S F O R
M U T U A L B E N E F I T

17. Y O U D E S I G N C O N T R A C T S
N O E A R LY C O M M I T M E N T

18. Users Business❤

19. Stakeholder Stakeholder
❤
Stakeholder
Stakeholder
Stakeholder
Stakeholder
StakeholderStakeholder

20. I N S I S T O N O B J E C T I V E
C R I T E R I A

22. H E R B C O H E N ’ S C H E C K L I S T
• Establish trust
• Obtain information
• Meet his needs
• Use his ideas
• Transform relationship to collaboration
• Take moderate risk
• Get his help

23. S P L … S H A R I N G O R A N G E S

26. G E T T R U S T E D A S S O O N A S Y O U C A N

28. do
observe
think
dotL O O P
The Dot Loop, the simplest process possible (2010)
Credits: @folletto

29. – J O H N H A G E L I I I
“Abandon stocks, embrace flows”

30. T R U S T M U S T F L O W

31. B E H I G H O N O X Y T O C I N
T H E B E S T E X P E R I E N C E

32. T H A N K Y O U

33. @ J A C O P O R O M E I

34. C R E D I T S
• Davide ‘Folletto’ Casali - @folletto
• https://pixabay.com/en/orange-food-juicy-fruit-188082
• https://www.flickr.com/photos/canorus/3051289707
• http://mangiarebuono.it/wp-content/uploads/2013/09/
Fotolia_40283450_Subscription_Monthly_M.jpg
• https://www.flickr.com/photos/viatorius/5902690058/
• http://dthsg.com/what-is-design-thinking/
• http://blog.sendblaster.com/2014/08/07/top-key-performance-indicators-
kpis-for-email-marketing/