In a business, negotiations happen everyday, and HR professionals are often called on to moderate. For an inexperienced negotiator, it can be difficult to manage heated discussions. By developing your own effective negotiation skills, you can better assist your colleagues and job candidates in reaching satisfactory solutions.
For human resources professionals, negotiation is a part of everyday life. From job salary negotiations to interpersonal conflict resolutions, HR workers are often required to oversee and participate in discussions. As the voice of reason and authority, effective negotiation skills are crucial.
Perhaps the most commonly ignored negotiation skill is listening. Many professionals spend an entire session talking in an attempt to get their point across. Effective negotiation is based on listening. All parties must make a genuine attempt to listen to each other to understand where everyone is coming from. In doing so, it is easier to find a compromise that works for all those involved. According to a recent article from The Accidental Negotiator, understanding the other side's motivation is one of the most vital parts of a successful negotiation.
When you are involved in a negotiation, use your authority to force the people involved to listen to each other. You might start out by giving everyone a minute to state his or her case or start with an offer. Then, as the discussion continues, request that each person gives full attention to whomever is speaking. In doing so, you can create a civil atmosphere and help foster effective negotiation.
During a tough negotiation, it is easy to focus solely on getting what you want. The most effective negotiation, however, is one where everyone wins. The win-win tactic is useful in almost every situation, from salary negotiations to sales pitches. If you are coaching staff members, encourage them to focus on finding a solution that benefits both parties. When everyone involved makes an attempt to consider the other person, it creates a more civil atmosphere and removes some of the emotion from the discussion.
A key negotiation skill is the ability to craft counteroffers. When the other party presents a solution that is only partially acceptable, you must be able to come up with a different option. The counteroffer should update the original solution, removing controversial elements and adding things that sweeten the deal. This process may be repeated several times until both parties are happy. Because HR professionals are often asked to facilitate such discussions, you must be prepared to help each side come up with reasonable solutions. If one party is overreaching or making unreasonable demands, you may need to step in.
By understanding the principles of strong negotiation, you will be better prepared to help your colleagues navigate standard business discussions. Whether you are finalizing salary details for a new employee or helping two staff members resolve a problem, effective negotiation skills can make the process more pleasant and satisfactory for everyone involved.
(Photo courtesy of freedigitalphotos.net)
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