701: Leadership Skills for the Senior Executive: Mastering the Art of Negotiation
Room location: Refer to your ticket printed at Attendee Services for the session room location.
If you think negotiating skills are only for salespeople, think again! Every single relationship in HR's world entails some negotiation. Trying to increase your company's productivity levels? Expanding product lines? Buying a competitor? Getting more from your benefits provider? Asking for your own well-deserved promotion? In all of these situations, you'll have to negotiate to succeed.This highly interactive session gives you the tools to negotiate with the toughest CEO, vendor or employee!Learning Objectives:Overcoming the zoom divide to get to the heart of the other side's concerns during negotiations.The 5 Negotiation Styles (Avoid, Compete, Accommodate, Collaborate, Compromise) and when to employ (and avoid) each.It's not just about money: what other negotiation criteria can help you (and the other side) achieve a win-win outcome.Transforming your negotiation criteria from subjective to objective factors.Reframing negative internal conversations that can sabotage your negotiation prowess.Employing proper preparations to prevent a lousy outcome for you!
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Valerie M. Grubb
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.