Ralph Mabey is an attorney, law professor and court-appointed mediator in New York City for cases arising out of the Lehman Brothers' collapse during the Great Recession. He shares one of his favorite techniques: "Often, a major obstacle in negotiations is the reluctance to be the first to compromise. I handle this by saying separately to each party, 'If the other party agrees to X, will you agree to Y?'
"This approach makes it safe for both parties to compromise. You can use it when mediating differences among others as well as when you're a direct party to the negotiation."
Nate Childs, OtterBox's chief support services officer, depends on a lesson he learned from a negotiations course he took in graduate school: "The truth discovered is more powerful than the truth told."
Childs explained: "Essentially, anything we can do to help people arrive at the right conclusion is more powerful and a better process than outright trying to win with facts or outwitting another person. I have found this to be true in all relationships, especially [people] I work with professionally. I can usually see what a person needs to do in terms of next steps, but rather than tell them, I try and help them discover that path on their own."
Lois Baar, an attorney in Salt Lake City, is a member of the prestigious College of Labor and Employment Lawyers. She has negotiated and mediated numerous workplace claims. "Negotiation is an underrated skill for HR," she said. Good negotiators address the tension between managers, who believe HR should represent their point of view, and employees, who believe HR should advocate for them.
"Ideally, HR doesn't pick a side but stands outside the conflict. I tell HR people to view the conflict or problem from the perspective of an outsider, the way a mediator would view a dispute." This, she says, can include:
Working through an ADA accommodation.
Handling a complaint where the employee wants the alleged offender fired.
Dealing with an executive who wants to fire an employee for vague "insubordinate behavior."
Making work reassignments after a reorganization or layoff.
Working through a conflict where a manager seems to have an unconscious (or conscious!) bias.
By developing and honing your negotiation skills, you will improve your effectiveness with compliance and claim prevention, and you will improve your relationships within and outside your organization.
Internationalize the human resource management capabilities
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Opening Date: Jun 21, 2019 in HCMC
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