Our Courses

Labour Negotiation Skills

The goals and objectives of unions in any economy is to: organize workers, negotiate favorable terms and conditions of employment, and guard and protect the rights of workers.  On the other hand, management of organization focus on profit maximization, although worker satisfaction is becoming a real priority in many companies. The ability to balance a suitable working environment and a profitable company has become a “stretch” for companies today.

For a long time, labour and management have struggled to come to terms when issues that separated each side led to heated negotiations. Each side has valid concerns and the ability to negotiate effectively is crucial to avert strikes and other actions that can cripple or permanently destroy an organization.

Both labor unions and corporations have to take into account multiple interests and issues when conflict arises. Ultimately, deadlocks and failures to come to a negotiated agreement hurt all sides involved and the end result is that neither party wins – both sides lose.

Our Labour Negotiation Skills workshop is designed to teach participants how to approach the negotiations table in a rational and principled manner that leads to mutually beneficial outcomes.  The programme provides participants with the ability to put into practice principled negotiation skills via proven methodologies, practice and the most effective negotiation training concepts in the world.

Knowledge Development Objectives

On completion of this knowledge development programme, participants will be equipped with knowledge and skills to:

  • Understand the concerns of each side during labour negotiations
  • Place greater emphasis on planning and strategy
  • Plan for negotiations before disagreements lead to strikes and walkouts
  • Become more effective when handling negotiations in person or on the telephone
  • Minimize possible conflict via principled negotiation strategies
  • Strengthen internal cooperation during negotiations
  • Understand the needs of different negotiating styles
  • Establish rapport and build chemistry
  • Focus on interests and issues that lead to common agreement
  • Apply questioning skills to determine situations, priorities and demands
  • Adjust a negotiations approach based on verbal cues and behavior
  • Identify areas of concern and recommend appropriate solutions
  • Recognize and disarm dishonest negotiations tactics
  • Handle negotiations in an ethical manner that strengthens relationships
  • Protect constituent interests during labour negotiations
Course Content

Module One: Conceptual Framework

Module Two: Preparation

Module Three: Collective Bargaining Methods & Approaches

Module Four: Getting What You Want – Nierenberg’s Need Theory of Negotiating

Module Five: Understanding Strategies, Tactics & Counters

Module Six: Non-verbal Communication &Meta-Talk

Who Should Attend

Senior HR Professionals and Labour Leaders in Public and Private Organizations.