SOLD OUT Session #702: Leadership Skills for the Senior HR Professional: Mastering the Art of Negotiation

2019 Annual Conference & Exposition
Learn how to effectively negotiate with any CEO, vendor or employee through a step-by-step process that creates a win-win scenario for all parties.

If you think negotiating skills are only for salespeople, think again—every work relationship entails some negotiation. While often linked to sales or business, negotiation actually pervades all aspects of a senior HR professional's work life. You have to negotiate to succeed In all of these situations: trying to increase your company's productivity levels; considering the expansion of product lines (and people); acquiring a competitor or being acquired; leading a team to increase employee engagement; attempting to get the best deal from your new benefits provider; asking for your own well-deserved promotion. A successful negotiation isn't just about getting what you want at all costs. Rather, it's about engaging in a discussion to listen, learn and understand the other party’s goals and objectives, then finding a win-win scenario in which everyone benefits. This workshop takes the mystery out of negotiation by showing you how to create a step-by-step process whereby that can happen.

Learning Objectives:

  • Evaluate the eight critical pre-negotiation success factors from both sides’ perspectives: goals, trade-offs, alternatives, relationships, expected outcomes and consequences, balance of power and win-win solutions.
  • Develop confidence and keep your emotions in check during a negotiation, even if the other side gets personal or nasty.
  • Set the stage for success and stay on track when parties start to filibuster.
  • Prepare to take the lead with practice negotiations.
  • How and when to use five negotiation styles: avoid, accommodate, force, compromise, collaborate.
Date(s) & Time(s): 
Saturday, June 22, 2019 - 1:00pm to 5:00pm

Valerie M. Grubb

Valerie M.

Valerie helps companies improve their bottom line by elevating employees from tactical thinkers to strategic leaders.

She served in senior leadership roles at RollsRoyce Aircraft before helping to found InterActiveCorp, parent company to Expedia, Home Shopping Network and TicketMaster. She then went to work for Oprah Winfrey, helping to found the Oxygen channel which was later sold to NBC Universal.

Valerie obtained her mechanical engineering degree from Kettering University and her MBA from the Indiana University Kelley School of Business. Val’s book, Clash of the Generations: Managing the New Workplace Reality, helps leaders manage multiple generations in the office.


Additional Fee & Registration Required
Amount of Credit: 
Credit Type: 
Session Type: 
Preconference Workshop
Business Acumen
Leadership & Navigation
Intended Audience: 
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