Authentic Deal-Making

[Guest Post] Authentic Negotiating: A Crucial Skill for HR Professionals

The core framework for authentic negotiating applies to Human Resource Professionals as much as it does business owners and entrepreneurs. Clarity, Detachment, and Equilibrium (CDE) impact your ability as an HR professional to model this approach and train others in it will have a significant impact on those you support and on the success of your organization.

There are a few tools you can use to help guide employees toward a more authentic

– Encourage employees to notice when they are getting emotional, triggered, or thrown off. Have them use this as a signal to take a break, breathe, and get reconnected to their clarity and detachment.

– Ask employees during training to think of what they do personally when they want to clear their heads and relax. It might be exercise, meditation, prayer, contemplation, deep breathing, taking a walk, listening to music, reading, getting a pep talk from a trusted colleague, or any number of other personal techniques. Encourage employees to use their techniques before starting a negotiation and between sessions of a negotiation. Let them know it is okay for them to even call a break in a session to engage in their preferred grounding practice, if necessary.

Read more on my guest post on FoxBusiness.

Corey Kupfer is an expert strategist, negotiator and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author and professional speaker who is passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.

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