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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
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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. 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
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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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