Workshops

Negotiating with Unions

2010 Dates:

August 18 & 19, The Langham, Auckland **fully booked**
September 15 & 16, The George, Christchurch

Union expectations due to continued business improvement will test the most experienced negotiator in 2010 and early 2011.

How to use non-traditional bargaining techniques
How the Rugby World Cup 2011 could impact CEA bargaining
Current bargaining trends and wage claims
Know your bargaining style and when to change this
How to increase your bargaining power
Tactics to counter unacceptable behaviours
How to communicate with your employees during bargaining

Workshop Content

Day 1

Overview of bargaining principles and practices

Understanding the internationally accepted ritual of union bargaining
The latest and most up-to-date traditional and non-traditional bargaining techniques including the highly rated 3D approach
Bargaining conventions, good faith and legal framework
The role of individual relationships and collective psychology
Bargaining objectives and settlement range analysis
Practical steps to assist you in deciding what your opening position should be, when to make concessions and how to reach settlement

Planning and preparation for negotiations

Practical and essential steps for developing a detailed business case for each bargaining encounter
What you should include in a bargaining protocol agreement
Deciding on your negotiation team and how best to prepare the team

The power equilibrium and the bargaining process

How to increase your bargaining power and leverage
How to assess and analyse the respective power position of both parties
New techniques for getting the other party to concede to your claims including informal, non-traditional methods

Recognising union bargaining tactics and how to counter each

An overview of more than 30 tactics used by unions in bargaining and detailed management responses for each one
Understanding and recognising the tactics used in wage bargaining
How to respond to surface bargaining tactics, e.g. where the union creates an illusion of bargaining but does not actually move

Day 2

Interpersonal strategies and behaviours for better bargaining outcomes

Understanding the communication dynamics of collective bargaining
Analysis of the primary talking and listening behaviours during bargaining
Awareness and understanding of behaviour variations that can occur during bargaining
Recognising the four major negotiating styles in collective bargaining
Identifying your own dominant negotiating style and how to adapt this during bargaining
Techniques for controlling the negotiation encounter

The negotiation encounter

A highly practical, comprehensive and realistic negotiation simulation which allows you to test and apply new techniques and learnings

Workbook

A feature of the workshop is the inclusion of an authoritative workbook issued to attendees. Designed as a comprehensive reference manual, the four-part workbook will serve as a valuable ongoing guide for negotiation planners and leaders.

Background

This unique workshop offers an in-depth experience of the most up-to-date international and local techniques for managing the complexities of ER bargaining and has regularly been presented to managers and HR practitioners of prominent companies in NZ. It features individual, confidential feedback and analysis of your personal negotiating profile.

Who should attend?

Entry level negotiators, who wish to learn the craft, as well as experienced advocates who seek new techniques or wish to sharpen up, will benefit from this workshop. The workshop is designed for executives, senior managers, HR and ER practitioners, employment law advisors and line managers responsible for planning, directing or leading negotiations with groups of staff and unions.

What past attendees say:

An absolute must for all managers involved in ER. This isn’t your typical ‘negotiations course’. It’s specifically designed around interactions with unions and equips you with the behaviours and knowledge to be successful.
- Human Resources Manager, Auckland

The workshop made me realise how much preparation is required before you get to the table. I now understand tactics and the negotiating ritual. Enjoyed it immensely!
- Manager, Auckland

Apart from the opportunity to network with peers, the theory Fred and Anna presented was backed with realistic role plays which enabled us to put the learning into practice right away. My effectiveness as a negotiator will be much improved.
- Human Resources Manager, Northland

Very well run course, easy to follow material, relevant role plays and excellent presenter.
- Operations Manager, Wellington

$1995 + GST

Click here to download our brochure

Employment & Industrial Relations Management Consulting & Training