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Negotiation Skills For Hr Professionals
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Negotiation Skills For Hr Professionals

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  • Thank you Kristie. You are in a for a real treat. Not only will you get to see e-learning live you will also leave this webinar with three specific concrete negotiation skills that apply specifically to HR professionals. Click through Hidden motivations play a huge role in all negotiations. More importantly, all of you in HR have a special role in the company. You, more than any other role, are the go between the company and employees or the go between the company and specialized vendors. That go-between role demands special attention to hidden agendas.
  • Whiteboard exercise. 3 minutes Max
  • While it’s true that a negotiation feels like a tug of war, your goal as the go between means that you will have to behave in a more collaborative fashion.
  • We will discuss three specific techniques. Some of you may already be familiar with them. If you are, then please think of a negotiation situation that you could apply them to as we work through some examples.
  • First Click: When we focus our responses to the tip of the ice berg (people’s stated positions) we miss all the stuff that lies beneath the water line. Second Click: Does anyone know how much mass lies beneath the waterline? Third Click. Next Slide for point.
  • Hold and tell story here for 1 minute.
  • Next slide for point.
  • White board No more than 1.5 minutes
  • White board No more than 1.5 minutes
  • Next slide for the point.
  • If Niave Realism is at play, or if someone is completely positional, using this technique helps you talk to them about themselves. It helps them realize that you are in fact listening to what is important to them. Get’s you both on the same page.
  • Using the chat function to the right of the slides, tell me . . . No more than 2 minutes
  • This is more advanced technique. It takes quite a lot of practice to reframe messages rather than reflecting back.
  • This is key! You want people to be receptive to what you have to offer, even if what you say is “no” In order to do that you have to be able to reframe messages in productive language.
  • Using the chat function, . . . No more than 2 minutes
  • After you’ve reflected back or reframed the message, you need to ask some questions to help you see even more clearly what lies beneath their statement.
  • Whiteboard or chat No more than 3 minutes
  • Use the chat function to share an insight or to ask a question. Watch the time!
  • Remember to get beneath the surface of things. Reflect you heard to make sure you and the other person are on the same page. Reframe messages so that they are productive and meaningful, not hostile and accusatory, and finally, ask lots of clarifying questions.
  • Transcript

    • 1. Negotiation Skills for H.R. Professionals SUBTITLE HERE DEMO Session October 13, 2009 • 1:00 pm
    • 2.
      • Housekeeping Items:
        • The phone line WON’T be muted, please put your phone on mute
        • This webinar is being recorded
        • Please “raise” your hand if you have a question
    • 3.
      • Saving Today’s Presentation Slides:
      • To save a copy of this presentation, you can only do so during today’s event. Go to the file menu at the top left corner, select transfer , and when the transfer box appears on your screen, double-click on our document to save to your PC.
    • 4.
      • Webex 101:
      • Click to raise your hand
      • Click to answer YES to a question by the instructor
      • Click to answer NO to a question by the instructor
      • Use emoticons to express your feelings
    • 5.
      • Learning Objectives for Today:
        • Present the e-Learning Live approach to the topic of negotiating.
        • Give you the e-Learning Live approach to learner engagement.
      • Content Agenda:
        • Techniques to recognize and clarify hidden motivations at the bargaining table.
    • 6. Share Your Point of View When you hear the word NEGOTIATE, what immediately jumps into your head?
    • 7.
      • Trying to find mutual agreement
      • Trying to get the best deal
      • Trying to convince someone to do something
      • Win/Win
      • I win and you lose (it’s true!)
      What is a negotiation?
    • 8. To negotiate simply means that you are having a back and forth conversation aimed at reaching an agreement.
    • 9. Uncover Underlying Motivations
      • Your “negotiating” position is above the water line.
      • Your motivations are beneath the water line.
    • 10. 9 times more mass lies beneath the waterline!
    • 11. What you cannot see will sink your ship!
    • 12. This is what you get under the water line
      • Perceptions
      • Assumptions
      • Feelings
      • Attitudes
      • Needs
      • Expectations
      • Intentions
      • Communication Styles
      • Values
      • Suspicions
      • Conflict Styles
    • 13. There is a lot of valuable information when you are willing to look underneath the surface of things!
    • 14. Share Your Experience Using the white board, I would like to create a list all of the positive attributes your company wants from its employees. Use the left side.
    • 15. Share Your Experience Using the white board, now create a list all of the positive attributes your employees want from the company. Use the right side.
    • 16.
      • We all want the same things. It looks like we are at odds only because we are looking at things only from our narrow perspective!
    • 17. The Catch!
      • Naïve Realism – we think that we are rational and reasonable that that everyone else will look at the same situation and reach our conclusion.
    • 18.
      • When we are negotiating, we tend to polarize people and situations for two reasons:
        • We can only see what separates us--not all the wonderful things that bring us together, and
        • We think that everyone SHOULD see things the way we do!
    • 19.
      • Studies show that skilled negotiators spend 4x more time thinking about and looking for the other person’s motivations. They know that once they uncover the motivation, they can come to an agreement.
    • 20. Active listening skills
      • “ A gossip is one who talks to you about others; a bore is one who talks to you about himself; and a brilliant conversationalist is one who talks to you about yourself.”
      • Lisa Kirk
    • 21.
      • Reflecting Back – you feed the basic facts back to the speaker. The essential content of the message is not changed.
    • 22. Reflecting Back Example
      • Message : I’ve told Mary that if she comes in late one more time that I’m going to have her fired. She was late again THIS morning. Typical!!
      • Reflection: You’ve talked to Mary about her being late and she was late again this morning.
    • 23. Reflecting Back Example
      • Message: Every time I try reach Bob my email or voicemail just gets lost in a pit! I mean, he NEVER calls or emails me back.
      • Reflection: You’ve called and emailed but haven’t heard back yet.
    • 24. Share Your Experience How can this technique improve your negotiations?
    • 25.
      • Reframing -- The process of reframing the message includes restating the message in a way that:
        • Maintains the basic concern/issue
        • Maintains the level of seriousness
      • AND . . .
      Reframe the picture
    • 26.
      • AND, . . . presents the message in such as way that it is
      • Productive
      • Non-threatening
      • Non-judgmental
      Reframe the picture
    • 27. Reframing Example
      • Message: I’m angry. You should have made it clearer how these changes would effect me.
      • Reframe: You feel strongly that you needed more information from me.
    • 28. Reframe Tips and Tricks
      • Note to yourself the speaker’s judgments and perceptions.
        • They are sure that it was intentional, not because of some other circumstance.
        • You had a duty to tell the speaker about the impact to them.
        • The situation was so bad that they are “entitled” to call and tell you about their feelings.
        • Your actions demand a change in action in the future.
      • Do you see anything else?
    • 29. Share Your Experience Do you see anything else below the surface of that message? I’m angry. You should have made it clearer how these changes would effect me.
    • 30.
      • To get to the underlying issues you need to ask a specific kind of question!
    • 31. Clarifying Questions
      • Are open ended
      • Allow the speaker to tell you what they think is important
      • Helps you think of a resolution to the problem, even if you initially think the answer is No.
    • 32.
      • What is your greatest concern here today?
      • What bothers you the most about that suggestion?
      • What about that is important to you?
      • Could you tell me more about that.
      • What does that look like to you?
    • 33. Share Your Experience Let’s create a list of clarifying questions specific to your role in H.R.
    • 34. Closing Feedback
      • Share one insight about negotiating that you got from participating in today’s demo class.
      • OR if you prefer
      • Ask your question now.
      Thanks for participating!
    • 35.
      • You negotiate all day long. When under pressure to negotiate, whether it is with a vendor or two feuding employees, remember these three keys to your negotiation success.

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