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Preconference Workshop
Leadership Skills for the Senior HR Professional: Mastering the Art of Negotiation
Additional Fee & Registration Required
Sunday 06/28/2020 08:00 AM - 12:00 PM Add to calendar
4.00 SHRM PDCs | Competencies: Business Acumen, Communication, Leadership & Navigation
Workplace Application:
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; and 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.
  • Learn how and when to use five negotiation styles: avoid, accommodate, force, compromise and collaborate.
Valerie M. Grubb Photo
Valerie M. Grubb, Principal,
Val Grubb & Associates, Ltd.