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.
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.
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33. Share Your Experience Let’s create a list of clarifying questions specific to your role in H.R.
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Editor's Notes
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.
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