Negotiating with the Generations (Part 2)

We’ll continue with our focus on inter-generational negotiation in this post. Read on for Tips #3-5.

Tip #3: Tailor Your Presentation

You might not realize it, but each generation prefers to see presentations differently. And no matter what business you are in, I’m sure PowerPoint is involved. When making a presentation or negotiating, be sure to tailor your presentation style to what each generation prefers. Each generation will respond best to a style they can understand and identify with, so do your best to target your presentation to your audience.

Gen Y likes 1-2 bold graphics with few words.  They prefer to tell the story themselves, and have their presentations be the backdrop. Baby Boomers desire more contextual content and bigger font; they also like handouts. And Gen X responds best to presentations with graphs, data and details.

Choosing the right presentation style for your audience will help win over your colleague and effectively communicate your point during negotiations.

Tip #4: Paint the Right Picture

Each generation desires a different level of engagement with a project. If you are dividing up tasks for a group project, be sure to paint the right picture for each generation. I’ve noticed that Gen Y likes to know and truly understand the macro picture of whatever they are working on; they also prefer to share their opinion about it, if the idea is not originally theirs. It’s important that they know the end goals, so they can be assured their work is contributing to the overall aim.

Gen X prefers to just know their piece of the pie; they don’t want the big picture. “Just tell me what needs to get done and I’ll take care of it”, is their usual reply.

And Boomers are the only generation that wants both the macro and the micro details, at the same time. So when negotiating with each generation, be sure to paint the right picture, in order to be more effective.

Tip #5: Know Your Audience

My final tip to improve your negotiations with other generations is to make sure you know your audience. This will inform how you paint the picture and how you prepare your presentation.

Many people falsely assume that once someone is in the workplace, they have reached a certain education level, show a certain maturity level and utilize similar work ethics, styles and philosophies as everyone else. Instead, think of each generation as a tribe with its own culture, belief system and personality. Doing this will help you negotiate with your target colleague as an individual with unique needs.

Keep in mind the key events that impacted each generation, and know that it colors their beliefs and attitudes.  Armed with this knowledge, you’ll understand their position and expectations better and be able to tailor your negotiation approach to match.