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Related Experiment Videos

Strategies for successful interpersonal negotiating.

C A Frayne, P L Hunsaker

    Personnel
    |April 10, 1984
    PubMed
    Summary
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    Human resources managers can achieve win-win negotiation outcomes by applying specific techniques before, during, and after discussions. Mastering these strategies ensures mutually beneficial solutions in various workplace interactions.

    Area of Science:

    • Management
    • Organizational Behavior
    • Human Resources

    Background:

    • Human resources managers regularly engage in negotiations with diverse stakeholders.
    • Effective negotiation is crucial for achieving optimal outcomes in professional settings.

    Purpose of the Study:

    • To outline essential negotiation techniques for human resources managers.
    • To guide HR professionals in reaching mutually beneficial (win-win) agreements.

    Main Methods:

    • Review and synthesis of negotiation strategies.
    • Development of a phased approach to negotiation (pre-, during, post-).

    Main Results:

    • Identification of actionable techniques for each negotiation phase.

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  • Emphasis on strategies promoting collaborative problem-solving.

    • Conclusions:

    • Implementing structured negotiation techniques enhances outcomes for all parties.
    • HR managers equipped with these skills can foster more productive workplace relationships.