701: Leadership Skills for the Senior Executive: Mastering the Art of Negotiation | Sessions

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Preconference Workshop
701: Leadership Skills for the Senior Executive: Mastering the Art of Negotiation
Additional fee and registration required
In-Person Saturday 06/10/2023 01:00 PM - 05:00 PM   Add to calendar

Competencies: Business (Behavioral), Interpersonal (Behavioral), Leadership (Behavioral) | Intended Audience: Senior-Level
Workplace Application:
This highly interactive session gives you the tools to negotiate with the toughest CEO, vendor or employee whether live OR via zoom! 

If you think negotiating skills are only for salespeople, think again!  Every single relationship in your work life entails some negotiation. True, it's often linked to sales (or business), but that limited perspective ignores the fact that negotiation pervades all aspects of the HR professional's life.   Trying to increase your company's productivity levels? Considering expanding product lines (and therefore people)? Buying a competitor? Going global? Leading a team to increase your employee's engagement level? Attempting to get the best deal from your new benefits provider? Asking for your own well-deserved promotion? In all of these situations, you'll have to negotiate to succeed.  This session will review the eight critical success factors to succeed in a negotiation: 1) Goals, 2) Trade-offs, 3) Alternatives, 4) Relationships, 5) Expected Outcomes, 6) the Consequences, 7) Balance of Power and 8) Determining Win-Win Solutions either live OR via zoom.

Learning Objectives:

  • Overcome the zoom divide to get to the heart of the other side's concerns during negotiations.
  • Discuss the 5 Negotiation Styles (Avoid, Compete, Accommodate, Collaborate, Compromise) and when to employ (and avoid) each.
  • Use objective vs. subjective negotiation criteria.
  • Reframe negative internal conversations that can sabotage your negotiation prowess.
  • Properly prepare to prevent a lousy outcome for you!

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If a speaker has provided session materials, visit presentations.shrm.org.

Valerie M. Grubb Photo
Valerie M. Grubb, Principal,
Val Grubb & Associates, Ltd.