Human resource (HR) professionals must be excellent communicators and masters of negotiation in today’s ever-changing, fast-paced business environment. Negotiation skills help them achieve goals, build relationships and drive results as they manage talent, shape company culture and resolve conflicts.
According to a VensureHR article, a recent LinkedIn survey found that “negotiation is one of the top 10 skills that companies are looking for in HR professionals.” More than half of the respondents cited negotiation skills as important, and “the Society for Human Resource Management (SHRM) reports that 97% of HR professionals agree that negotiation skills are important for their success.”
Effective communication strategies are key to resolving conflicts, managing talent and building trust. Understanding each other and reaching agreements depends on clear communication. In addition to negotiation, HR managers are responsible for a number of business activities, such as resource planning, recruiting, performance evaluation, training, development and productivity improvement.
Whether your career goals involve becoming an HR manager, performance counselor, compliance officer or other related roles, you can gain the knowledge, skills and experience with an advanced degree. The online Master of Business Administration (MBA) with a concentration in Human Resource Management program from William Paterson University (WP) equips graduates with the communication and negotiation skills necessary for successful HR work.
The Role of Negotiation in HR Management
Training solutions manager Netish Sharma explains that negotiation is a vital skill in forging strategic partnerships, resolving conflicts or driving organizational change. Good negotiators can address disagreements between employees or between management and employees. The goal is to achieve understanding and agreement, and the negotiation process should identify, address and resolve the issue.
HR professionals can use a variety of methods to facilitate negotiations. Sharma points out four useful communication skills for negotiation that will foster trust, collaboration and positive outcomes:
- Active listening: This requires attentiveness and empathy. When necessary, clarifying what a speaker said helps avoid misunderstanding.
- Speaking persuasively: Communicate points clearly and confidently using compelling arguments and evidence. Avoid jargon, provide specifics and ensure communication is organized.
- Empathetic understanding: This requires the ability to consider other party’s circumstances and perspective. Leaders who demonstrate empathy can build trust and defuse tensions.
- Effective questioning: Professionals use this to uncover information, clarify issues and explore options. Asking open-ended questions encourages dialogue and brainstorming.
Ways to Improve Negotiation Skills
VensureHR notes that effective negotiation requires HR professionals to be prepared. Before beginning a negotiation, HR professionals must gather as much information as possible about the other party’s goals, motivations and priorities. It is also important to have a fallback option should negotiation fail. This is known as a BATNA (Best Alternative to a Negotiated Agreement), which helps determine a negotiation strategy and if the negotiated agreement is better than the BATNA.
Building rapport and trust between parties in a negotiation requires effective communication. Negotiations are sometimes emotionally charged, but effective communication can help manage emotions. Active listening and empathetic language can help maintain a calm and professional atmosphere.
Tanveer Noman, with global outsourcing company SEBPO, points out the importance of body language in negotiations. Gestures and facial expressions can convey a lot of information that the participants may not be verbalizing. It’s crucial to establish and maintain eye contact while adopting an open, relaxed posture. Leaning slightly towards the speaker and keeping arms uncrossed helps demonstrate engagement. Thinking outside the box and being open to exploring new ideas can support a win-win agreement.
Continually improving communication skills improves negotiation skills. Practicing different negotiation skills using role-playing exercises provides an opportunity to identify areas for improvement. Working with peers and mentors to gain insights and feedback helps refine your approach. Staying current with techniques, theories and best practices also enhances your skills.
Becoming an Effective HR Leader
Professionals interested in gaining and refining critical skills in HR management, corporate recruiting, employee compensation or training and development can do so in WP’s online MBA – Human Resource Management program courses that target concepts relevant to negotiation. The Influence, Persuasion and Negotiation Strategy course prepares managers to succeed through influence, conflict resolution and communication. Other program courses focus on ethical leadership, change management, employment, labor law and organizational crisis management. The program’s well-rounded curriculum makes WP’s program an ideal option for any business professional who wants to build communication and networking skills.
Learn more about William Paterson University’s online Master of Business Administration with a concentration in Human Resource Management program.
