2012 Workshops:
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21 & 22 March, The Stamford Plaza, Auckland
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9 & 10 May, The Museum Hotel, Wellington
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19 & 20 September, The George, Christchurch
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17 & 18 October, The Stamford Plaza, Auckland
Click here to download our current brochure
$2,095 + GST per person
2012 will see changes to labour legislation. This tilting of collective bargaining power in favour of employers will trigger harsh union reaction. If you're going into CEA negotiations - your strategic and tactical planning will have to be spot on!
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How can employers best use the new legislation and what are the risks?
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What new tactics will unions use during bargaining in 2012?
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Although the CPI is coming down - union wage claims are on the up
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How can you develop a new and realistic negotiating culture?
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When and how to adjust your bargaining style for tactical gain
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How to modernise and change your old CEA document
Workshop Content
Day 1
Overview of bargaining principles and practices
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Understanding the internationally accepted ritual of union bargaining
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The latest and most up-to-date traditional and non-traditional bargaining techniques including the highly rated 3D approach
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Bargaining conventions, good faith and legal framework
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The role of individual relationships and collective psychology
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Bargaining objectives and settlement range analysis
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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
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Practical and essential steps for developing a detailed business case for each bargaining encounter
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What you should include in a bargaining protocol agreement
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Deciding on your negotiation team and how best to prepare the team
The power equilibrium and the bargaining process
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How to increase your bargaining power and leverage
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How to assess and analyse the respective power position of both parties
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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
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An overview of more than 30 tactics used by unions in bargaining and detailed management responses for each one
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Understanding and recognising the tactics used in wage bargaining
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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
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Understanding the communication dynamics of collective bargaining
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Analysis of the primary talking and listening behaviours during bargaining
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Awareness and understanding of behaviour variations that can occur during bargaining
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Recognising the four major negotiating styles in collective bargaining
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Identifying your own dominant negotiating style and how to adapt this during bargaining
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Techniques for controlling the negotiation encounter
The negotiation encounter
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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
Contact us for information about having this workshop run in your workplace.
