The overall aim of this workshop is to enhance your negotiation skills at the bargaining table. The emphasis of the 2-day workshop is on the practical skills and knowledge needed by negotiators to enter into effective negotiations with trade unions.

The workshop facilitators are well versed in the art and skill of trade union negotiations, and have extensive experience in conducting wage negotiations with a variety of trade unions in different sectors. By attending this workshop you will gain extensive practical knowledge in conducting your own wage negotiations.

In particular you will:

• Understand the legal framework of collective bargaining in terms of the Labour Relations Act Learn how to draft and interpret typical Recognition and Procedural Agreements
• Identify your Bargaining Unit constituency
• Understand the meeting process in order to structure the collective bargaining process
• Identify pitfalls and caveats
• Distinguish between negotiation skills and negotiating strengths
• Learn how to cost and present wage demands

A successful negotiation at the bargaining table consists of more than what is presented through the offers of both sides. A key factor to your success is to understand the interpersonal dynamics and human behaviours of the individuals involved.

This workshop is designed to analyse bargaining behaviors and increase practical skills in:

• Having an overall strategy for managing the dynamics of bargaining
• How to conduct yourself during the bargaining process and understanding your own reactions during the bargaining process
• Understanding and responding to personal tactics and behaviors by the bargaining parties
• Functioning as a unified bargaining team
• Analysing the personality roles of different members of the union bargaining team
• How to listen when on a bargaining team
• How to use and respond to aggressive, passive and assertive behavior
• Managing interpersonal conflicts during negotiations, better understanding the actions and reactions that take place between individuals during the bargaining process

Preparation is critical to meaningful and successful collective bargaining. This workshop focuses on determining the needs and interests of both management and the bargaining unit and aligning collective bargaining objectives with overall business objectives:

The effective negotiation of a collective bargaining agreement requires a thorough understanding of the negotiating process. This knowledge will enable delegates to develop and implement negotiation strategies necessary to achieve their objectives:

This workshop also covers the negotiation cycle is detail:

• Commencement of the process
• Scheduling of meetings, mandate seeking sessions
• Formal responding to proposals and demands and documenting positions during the negotiation process
• Proceeding through first stage of the negotiation process
• Milestones / Turning points in the negotiation process