Negotiation skills for effective collective bargaining

The course provides first-hand knowledge and practice of negotiation skills and techniques. It aims to develop participants' capacities to improve their negotiation skills and therefore to reach satisfactory outcomes for their organizations. Emphasis is placed on how to move from a traditional style of adversarial negotiation to a negotiation style that allows mutual gains and strengthened relationships among parties. OBJECTIVES By the end of this course, participants were able to • Actively use negotiation theory • Choose when to apply interest-based negotiation as opposed to positional-based bargaining • Apply newly-acquired negotiation techniques • Demonstrate improved negotiation skills that allow mutual gains CONTENT • The conflict dynamic / How conflict develops into a dispute • Different approaches to dispute resolution • Outcomes in negotiation • Different approaches to negotiation • What positional negotiation looks like • A problem solving model • The anatomy of needs based negotiation / Stages of needs-based negotiation • The negotiators’ dilemma • Costs and benefits of different styles of negotiating • How to maximize joint value and achieve optimum outcomes • The significance of alternatives to a negotiated agreement • Reality testing • How to open up a zone of possible agreement • The mandating dynamic • Preparation for negotiation • Behaviours of effective negotiators • Working with interests and needs • Reframing / Extracting needs • Finding mutual gains outcomes • The use of questions / Generating options and brainstorming • Managing your own emotion and responding effectively to the emotions of others • Helping people save face / Negotiating with difficult people NUMBER OF HOURS: 35