Negotiation for Shop Stewards


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

US ID NQF Level Credits Description

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Course Outline

The duration of this seminar is 2 days
Cape Town Johannesburg Polokwane Durban Port Elizabeth Bethlehem Pretoria Virtual
Please contact us for inhouse pricing.
Prices include VAT @ 15%
All our full day open hosted workshops commence at 08:30 and end at 16:30. Virtual Seminar times are flexible. For inhouse workshops we will travel to your premises.
All course material, lunch and refreshments are provided, if applicable.