Joint Labour-Management Training on Principled Negotiation Skills

Negotiation Training

Joint Labour-Management Training on Principled Negotiation Skills

 

target
  • Preparing and using the techniques to encourage a collaborative, non-competitive progression
  • Practicing principled negotiation using the 4 principles
  • Defusing a competitive (positional) negotiation to move on to a principled mode
perso
  • Labour and management representatives in the negotiation
livre
  • Initial exercise: 5 tactics that harms a principled progression
  • Basis of principled negotiation
  • Origins of principled negotiation
  • Principle #1: Discussing and arguing on content, not on people, to avoid aggravating the conflict
    • Techniques of communication and empathetic listening
    • Techniques to defuse conflicts
    • Techniques to manage perceptions
  • Principle #2: Discussing and arguing on interests, not on positions
    • Techniques of questioning to identify interests
    • Techniques to communicate your interests
  • Principle #3: Creating mutual value
    • Techniques to invent options of mutual gains
    • Avoiding obstacles to creativity
  • Principle #4: Utilizing objective criteria
    • Identifying your BATNA
    • Identifying how to evaluate the agreement
    • Determining how to settle disagreements
  • Integration and simulation exercises to practice the concepts seen
clock
  • 2 days
  • Joint Labour-Management group of ± 15 participants