Negotiation Seminars Training
 

Negotiation Institute Inc.
Empire State Building
350 5th Ave, Ste 5701
New York, NY 10118
Email:gerardn@negotiation.com
Phone: 212.888.0053
Fax: 212.888.7775


Labor - Management Negotiations Seminars

The labor - management negotiation seminar is a special negotiation program designed to help management and labor reach successful conclusions. Labor management lawyers conduct the seminar, using a special labor management supplement to the Art of Negotiating workbook.

We consider collective bargaining to consist only of contract bargaining-table negotiations. Certainly those negotiations are an important part of the institution of collective bargaining, but other facets of the total relationship, day-to-day activities, attitudes and behavior patterns over the long run are at least equally important.

Labor - management negotiation seminars are divided into several sections including the conceptual framework, preparation, collective bargaining, understanding strategies, non-verbal communication, and ongoing negotiations. These are described in more detail below.

All seminars are customized for our client's needs. You can reach us at:

Click here to Contact the Negotiation Institute or Call 212-888-0053

Conceptual Framework

  • The breadth of the negotiating experience

  • How collective bargaining is a specialized negotiation
  • Changing to an Everybody Wins® orientation

  • Preparing for changing economic conditions

Preparation

  • Hidden assumptions and self-evaluation

  • Team composition

  • Fact-finding

  • Objectives and issues

  • Maximum and minimum positions

  • Implementation - enforcement considerations

  • Agenda strategies

  • Opening strategies    Role-playing

  • Psychodrama
  • Conferences    Brainstorming    Homework
  • Preparation checklist

  • The art of questioning

Collective Bargaining Methods & Approaches

  • How to form a negotiation team
  • How to develop a collective bargaining agenda
  • Regional vs. national contracts

  • One company/ many unions, one union/ many companies

Getting What You Want -
Nierenberg's Need Theory of Negotiating

  • Matrix of negotiating

  • Recognizing basic needs

  • Finding common ground

Understanding Strategies, Tactics & Counters

  • First demand, offer and concession

  • Caucusing

  • Agent with limited authority

  • Deadlines

  • Good-guy/bad guy

  • Low-balling

  • Intentional misunderstanding

  • Last clear chance

  • Non-negotiable demands (and others)

  • Plateauing

  • Limits: This is the absolute end.

  • Reversal: You can go forward and backward.

  • Forbearance: Waiting in haste

  • Surprise: Sudden shift in timing and direction

  • Crossroads: Intersect, entwine and entangle

  • Bracketing: Making & hitting the mark

  • Strengths/ risk scale

Climates - How to Create and Use Them

  • Before, during and after collective bargaining

  • Typical climates created by management vs. typical climates created by labor

Non-verbal Communication & Meta-Talk

  • Reading non-verbal communication and listening to Meta-Talk

  • Gestures and gesture clusters

  • The communication of environment: furniture, seating arrangements and rooms

  • "Ear-opening" - hearing what isn't said

  • The art of listening
  • How to listen with your eyes

Continuing Improvement -
The Ongoing Process of Negotiation

  • How to define success in collective bargaining
  • The stages of labor relations: formative stage, developing stage, and unifying stage.

  • Living together for more than one negotiation

  • Appraising your negotiating philosophy and style

  • Developing flexible and informative procedures

Click here to Contact the Negotiation Institute

 

Classic Seminars

 

Sales Training Seminars

Home | Negotiation Skills Training | Post Seminar Support | View Brochure | Watch Video | Client List
Negotiation Specialists | Quotes and Press | Learning Materials | Articles | Contact Us | Sitemap


Internet marketing of this site provided by the SEO Experts who offer professional SEO Training and Search Engine Optimization Consultant Services.
Contents Copyright 1998-2008 Gerard Nierenberg, negotiation .com - All Rights Reserved