What is rationale for laying the groundwork with the vendor

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Reference no: EM132189377

The Situation:

The Relationship Management competency allows HR professionals to improve the quality and overall effectiveness of business transactions. Consider the following example.

An organization is preparing to negotiate a new contract with one of its major HR software vendors. In anticipation of the contract talks starting, the HR team is mobilized. It includes the director, a senior manager, and a staff specialist. Each contributes, using the Relationship Management competency, to make the process as smooth as possible.

The HR staff member provides an initial point of contact with the software vendor representative and works to establish a pleasant and professional relationship, honestly communicating the

function’s needs and trying to learn more about the vendor’s interests in this negotiation. The staff member prepares the HR manager and director and takes steps to make meetings comfortable and productive.

The HR manager must negotiate a difficult conflict with the IT function. IT would prefer a different vendor, but this other solution would not meet HR and employee needs. HR resolves the conflict by creating a role for IT in all discussions, especially negotiation and post-contract implementation.

The HR director has played an important role in securing IT’s cooperation. She has met with and persuaded the IT function leader to direct the function to collaborate in the vendor selection process and support HR’s needs to the extent possible. The director has cultivated this relationship carefully over the years, offering support for HR issues before it was even asked and making sure that all of IT’s HR requests received prompt attention.

Question 1:

Where do you see the Relationship Management competency being used?

Question 2:

What is the rationale for laying the groundwork with the vendor?

Question 3:

What type of conflict resolution strategy is used here? Why is it appropriate? Collaboration. Both HR and IT win: HR’s technical needs are met, and IT can represent its concerns throughout the process.

Question 4:

What important role does the HR director play?

Question 5:

What other Behavioral Competencies do you see being used?

Reference no: EM132189377

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