HR Competencies - Relationship Management

Question 1

Relationship Management

Answer 1

KSAOs needed to create and maintain a network of professional contacts within and outside of the organization, to build and maintain relationships.

Question 2

Networking

Answer 2

A process of developing mutually beneficial contacts through the exchange of information within and outside the organization.

Question 3

Stakeholder Concept (Who are your Stakeholders?)

Answer 3

The objective of a business is to create as much wealth as possible, which is returned to shareholders in the business, and that mangers’ objectives, both in the short and long term, should be maximization of profit.

Who? Anyone that you are affecting or is affecting you (EEs, Investors, Customers, Communities, Suppliers, Political Groups, Governments, Trade Association).

Question 4

Benefits of Building Relationships (Inside/Outside Orgz)

Answer 4

1. Improve the quality of communication
2. Increase productivity
3. Create a positive work environment

Question 5

Paths to Effective Work Relationships

Answer 5

1. Strive for diversity in the range of your relationships
2. Invest time/energy in developing relationships
3. Develop an ease with ‘small talk’
4. Learn to ask about others w/o prying
5. Be considerate of other ppl’s time

Question 6

Conflict Resolution Mode-Accommodate

Answer 6

Emphasizing agreement and downplaying disagreement–sacrifice own viewpoint to satisfy that of another

Question 7

Conflict Resolution Mode-Assert

Answer 7

Leader imposes a solution. One side wins and the other loses. (WIN/LOSE)

Question 8

Conflict Resolution Mode-Avoid

Answer 8

Leader withdraws from the situation or accepts it, leaving conflict to be resolved by others or remain unsolved

Question 9

Conflict Resolution Mode-Collaborate

Answer 9

Accept the fact that they disagree and look for a 3rd way, a new solution to the problem.

Question 10

Conflict Resolution Mode-Compromise

Answer 10

Leader asks to bargain altering positions on different issues until a mutually acceptable solution is defined.

Question 11

Approach to Negotiation-Soft Negotiation

Answer 11

Value the relationship more than the outcome, they will back down on issues in the interest of reaching an agreement–even if they are no longer getting what they need.

Question 12

Approach to Negotiation-Hard Negotiations

Answer 12

Committed to winning, even at the cost of the relationship.

Question 13

Approach to Negotiation-Principled Negotiations

Answer 13

Negotiators aim for mutual gain. Interest-Based relational negotiating. Focus on the problem instead of personal differences and on mutually beneficial outcomes rather than hard positions.

Question 14

Negotiation Process

Answer 14

1. Preparation: Know your needs and their demands. (BATNA)
B est
A lternative
T o a
N egotiated
A greement

2. Relationship Building: Create trust
3. Information exchange: Understand positions/perspectives
4. Persuasion: Find mutual benefit
5. Concession: Find what is not essential
6. Agreement: Confirm and document.