Strategic Negotiation Skills:

There is negotiation, and then there is labor negotiation! Most other types of negotiation pale in comparison to the complexities and intensity of a full-bore labor negotiation where hundreds perhaps thousands of jobs - and often hundreds of millions of dollars are on the line. If any aspect of your organizational strategy relies on your ability to negotiate labor agreements, you need to spend some time in our Strategic Negotiation Skills Course.

This intensive, two-day training class leads you through the process of planning, conducting, and documenting complex contract negotiations. By examining real-world case studies based on current construction, manufacturing, health care, sports and government examples, we will help you better understand this process. We will discuss all the strategies, tactics and counter-tactics that come into play in traditional distributive negotiation along with principles for interest-based and reality-based negotiation. The highly interactive course format allows you to not only study the steps on how to analyze terms and conditions, and how to recognize and avoid risky and unacceptable behaviors, but to also practice using this information through role-plays and group activities. The course includes proven best practices used by successful labor and management representatives worldwide.

Seminar Objectives:

Participants in this course will learn to:

1. Maximize their effectiveness when negotiating is strategic and tactical face-to-face issues-based situations;
2. See the value of well-planned and well-executed collaborative negotiations;
3. Minimize conflict and deadlocks by acquiring skills necessary to handle negotiation;
4. Coordinate the process of negotiation and documentation within the organization;
5. Identify and work with the needs of different behavioral styles in order to achieve maximum effectiveness during the negotiation process;
6. Redirect the focus off of simple negotiation tactics and onto planning strategy that reinforces key organizational values;
7. The confidence to work within an established negotiations process;
8. Be more secure as negotiators, through successful practice and extensive feedback;
9. Develop a common negotiation language in order to strengthen communication during the negotiation process.

What our clients say about this program:

"Excellent class that will pay big dividends for our company."

"I learned more about negotiations from this class than I have in 23 years as a labor representative in higher education."

"Clear, concise content. The written materials were well presented. The instructors were knowledgeable and maintained a good flow in the course. The stories were fantastic!"

"The strength of the course was its use of interactive, real life situations."

"This is the best labor course I have taken during my 25 years with the company. The information provided is just what I need to help me do a better job and build stronger relationships with my employees."

"Outstanding course! It simplified the elements of negotiations and contract administration. The program stressed the importance of creating good relationships with management and made me think hard about my past behaviors. Thanks for your insight."


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