This workshop is designed to assist the learners with the approach and skills necessary to enter a collective bargaining negotiation. It gives the learner a structured approach to the theory of negotiation easily enabling them to recognise tactics used against them and assisting them in gaining clarity on their own goals, thereby enabling better outcomes.
A comprehensive approach to negotiation, this workshop is best presented over two days training, with both company and union representatives in the room. The workshop takes a well balanced view of organised labour vs capitalism and assists with trust building allowing for better negotiations.
Why Negotiate
Understanding how individual need, capitalism and socialism interact Understanding the need for oiling the wheels with fruitful negotiations
The qualities of a good negotiator
What makes a negotiator able to reach his/her mandate?
The importance of developing a working relationship with the other party
The working relationship is the glue that holds us together, understanding external and internal influences, structures and procedures and how important each aspect is to positive outcomes
How to structure a negotiating team
Structuring Your Team and eliminating any weakness or potential pitfalls by aligning goals
Determining long and short term negotiating objectives
Understanding what they could be Understanding the psychology behind them Recognising your negotiation vulnerabilities
Negotiating a Realistic Mandate
A thinking tool to help us be more critical in our thinking and guide us to realistic mandates
The Negotiation Process
Pre negotiation, negotiation, post negotiation Identifying common ground and procedures that move the processes forward Finalising and communicating the agreement to stakeholders
Effective Listening
How effective listening helps to overcome later challenges
Behaviour labeling in negotiations
1. Tell them what you are going to tell them 2. Tell them 3. Tell them what you have told them
How to handle pressure and disruptive tactics
Balancing assertiveness and co-operation to minimise conflict: compromise, avoidance, collaboration forcing and accommodating
Prices include VAT @ 15% All our full day open hosted workshops commence at 08:30 and end at 16:30. For inhouse workshops we will travel for anything between one and 16 delegates. All course material, lunch and refreshments are provided.
