Negotiation
Negotiation skills are critical to effective change management. Really effective negotiators are capable of applying different negotiation practices and tactics to different issues and situations. Ineffective negotiators rely on the same practices and tactics time after time.
We provide a range of training courses for managers and for joint management and union groups including:
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Training in ‘conventional’ positional bargaining of the industrial relations type. The focus of this training is on developing understanding of negotiation theory and practice, learning to use tools and concepts for
preparing for and analyzing negotiations, learning about personal negotiation styles, strengthening confidence and negotiation skills and using critical influencing and conflict management skills -
Training in ‘interest based bargaining’ using the approach developed by the Federal Mediation and Conciliation Service in the USA. This approach has a five step sequence involving the scoping of the issue under negotiation, the identification of management and union interests, generation of options to meet these interest, and using agreed objective standards rather than power such as feasibility and acceptability to select the best options.
These training course are highly interactive and use case studies and extended role plays to give participants opportunities to practice and experiment with new skills and approaches with the support of experienced facilitators.