negotiation skills for hr professionals

SUBTITLE HERE

Negotiation Skills for H.R. Professionals DEMO SessionOctober 13, 2009 • 1:00 pm

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

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.

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

Learning Objectives for Today:1. Present the e-Learning Live approach to the topic of

negotiating.2. Give you the e-Learning Live approach to learner

engagement.

Content Agenda:

Techniques to recognize and clarify hidden motivations at the bargaining table.

ShareYour Point

ofView

When you hear the word NEGOTIATE, what immediately jumps into your head?

• 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?

To negotiate simply means that you are having a back and forth conversation

aimed at reaching an agreement.

Uncover Underlying Motivations

• Your “negotiating” position is above the water line.

• Your motivations are beneath the water line.

9 times more 9 times more mass lies mass lies beneath the beneath the waterline!waterline!

What you cannot see will sink your ship! What you cannot see will sink your ship!

This is what you get under the water line

• Perceptions • Assumptions • Feelings • Attitudes • Needs • Expectations

• Intentions• Communication Styles • Values • Suspicions • Conflict Styles

There is a lot of valuable information

when you are willing to look underneath the surface of things!

ShareYour

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.

ShareYour

Experience

Using the white board, now create a list all of the positive attributes your employees want from the company. Use the right side.

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!

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.

When we are negotiating, we tend to polarize people and situations for two reasons:

1. We can only see what separates us--not all the wonderful things that bring us together, and

2. We think that everyone SHOULD see things the way we do!

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.

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

Reflecting Back – you feed the basic facts back to the speaker. The essential content of the message is not changed.

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.

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.

ShareYour

Experience

How can this technique improve your negotiations?

• 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 . . . AND . . .

Reframe the picture

AND,AND, . . . presents the message in such as way that it is

• Productive • Non-threatening • Non-judgmental

Reframe the picture

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.

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?

ShareYour

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.

To get to the underlying issues you need to ask a specific kind of question!

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 thinkinitially think the answer is No.

1. What is your greatest concern here today?

2. What bothers you the most about that suggestion?

3. What about that is important to you?

4. Could you tell me more about that.

5. What does that look like to you?

ShareYour

Experience

Let’s create a list of clarifying questions specific to your role in H.R.

ClosingFeedback

• 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!

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.

negotiation skills for hr professionals

Documents

learning live

water line

im angry

positive attributes

white board

reflecting

back

negotiate