Collective Bargaining
Participants will achieve a strong foundation in collective bargaining and negotiation. These skills will provide the basis for long-term, sustainable outcomes in both internal and external negotiations.
Over the three-day workshop participants will come to understand how the negotiation and collective bargaining process works and learn a systematic framework to manage the process of planning and implementing specific negotiation strategies.
The workshop combines a balance of individual and team-based skill development using each participant’s own experiences as well as upcoming negotiations. Our methodology focuses on ensuring that new concepts are immediately applied during and after the workshop.
WORKSHOP OVERVIEW
Understanding the nature of negotiation (i.e. how we negotiate vs. what we negotiate)
Defining and understanding what we mean by “negotiation”
The timeline of negotiation; understanding the importance of pre-negotiation and preparation
Creating internal alignment and managing the internal negotiation
Using personal negotiation style; when to compete/when to cooperate
Understanding the needs and motivations of the other side (and your side)
Managing the environment of the negotiation
Introduction to strategic language and questioning
Identifying and managing tactics and counter tactics
Gaining and pacing concessions
Individual negotiations; each participant prepares their own negotiation case
Pacing the negotiations and managing through the critical phases
How to use and implement questions to influence
Breaking through impasse
Multiple mock negotiations to practice and reinforce new learnings
Organizational and individual planning