Session #804: Leadership Skills for the Senior HR Executive: Mastering the Art of Negotiation
If you think negotiating skills are only for salespeople, think again! True, negotiation is often linked to sales, but that limited perspective ignores the fact that negotiation pervades all aspects of the senior HR professional's work. Trying to increase your company's productivity? Considering expanding product lines (and therefore people)? Leading a team of co-workers to increase your company's engagement level or turn around a corporate culture free fall? Pitching a new process to an internal senior leader? In all of these scenarios, you'll have to negotiate to succeed. A successful negotiation isn't about getting what you want at all costs. Rather, it's about engaging in a give-and-take with someone whose goals and agenda differ from yours, striving to reach a compromise that's satisfactory to everyone involved. You will learn:
· Critical factors a successful HR executive must evaluate before walking in to a negotiation: goals, trade-offs, alternatives,
relationships, expected outcomes and the consequences, and possible solutions.
· How to develop confidence and keep your emotions in check during a negotiation.
· How to set the stage for success and keeping on track when parties start to filibuster.
· How to use practice negotiations to support win-win outcomes for all sides.
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.
