Negotiating the Collective Agreement

Negotiation Training

Negotiating the Collective Agreement

It is a training where the participant will spend between 60 and 70% of his time in practical exercises to develop his abilities to negotiate the collective agreement.

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  • Using negotiation strategies and tactics to reach your objectives while maintaining a good relationship
  • Recognizing and defusing the other party’s stratagems
  • Defending your point of view in a persuasive manner
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  • Anyone who needs to negotiate collective agreements, being the union and management representatives in the negotiation
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  • Initial exercise: Negotiate your salary!
  • Basis of collaborative negotiation
  • Preparation of the negotiation:
    • Preparation dimensions and components
    • Importance of preparation
    • Establishing your demands
    • Roles in negotiation
    • Preparing your strategy
  • Opening of the negotiation:
    • Creating an appropriate climate
    • Components of communication
    • Setting up rules of negotiation
    • Welcoming demands
    • Presenting your demands
    • Distinguishing facts from emotions
    • Setting up the next step
  • Exercise in simulation: The collective agreement of E-Z Insurance company
  • Financial analysis of demands:
    • When to perform the analysis?
    • Basis of costs analysis
  • Negotiating to narrow gaps:
    • Negotiating on interests, not on positions
    • Persuasive argumentation
    • Using influencers in the committee
    • Innovating to create value
  • Negotiating trades and concessions:
    • Trade and concession process
    • Tactics of negotiation:
      • Collaborative
      • To pressurize
      • To control
    • Reacting to the other party’s tactics
  • Transfer and appropriation exercises after each section
  • Exercise in simulation: Time for the break
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  • 2 days
  • Group of ± 15 participants