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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.
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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
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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
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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
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Getting What You Want - Nierenberg's Need Theory of Negotiating
- Matrix of negotiating
- Recognizing basic needs
- Finding common ground
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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
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Climates - How to Create and Use Them
- Before, during and after collective bargaining
- Typical climates created by management vs. typical climates created by labor
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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
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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
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