A half-day session to gain essential commercial acumen to balance people priorities with the business needs.
By attending this session, delegates will be able to:
- Describe what it means to be commercial within their role of HR.
- Consider operational challenges.
- Identify ‘positions’ taken and convert them into ‘interests’.
| Topic | Content |
|---|---|
| Introductions and Welcome | Trainer introduces key objectives |
| What is Being Commercial? | Exercise in groups What does it mean? What do you do now? How do you achieve this? Do policies aid or hinder? Individual reflection of how commercial the delegates think that they are. |
| Commercial Reality and a Good People Person | Plenary discussion and a group exercise What are the: Requirements; Benefits; Differences; Challenges |
| ‘Positions and Interests’* | Trainer led explanation of ‘positions’ and ‘interests’, followed by a group exercise. *This is a negotiation method as described in ‘Getting to Yes’, by Fisher, Ury and Patton. |
| What is the Difference? | Discussion using ‘interests’ to influence decision making |
| How to Understand Managers' and Leaders' ‘Positions’ and Interests’ through Great Quality Questions | Trainer input on questioning techniques Group exercise prep then practice using relevant scenario. |
| Getting Beyond the Identified Interests | What interests are shared, opposing or different? Trainer-facilitated discussion, Card sort exercise Individual reflection of current situation |
| Action Plan | Individual exercise to create a personal action plan |
| Key learning points and next steps? | Individual reflection, shared in plenary. |
| Close |