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• Course content
• Duration
• Workshop Material
• Delegates
• Costing

Enquiries:

shani cullabine • workinfo.com • tel +27 11 462 5912 • fax 086 6892981• cel 082 056 0208 • shani@workinfo.com • www.workinfo.com • www.caselaw.co.za

Course Content

Wage Negotiation Management Support Workshop

This intensive practical two-day workshop focuses on:-

Overall aim of this 2-day workshop

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.

A practical two-day workshop on how to conduct effective wage negotiations. 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.

This workshop will focus on improving negotiation skills at the bargaining table. This collective bargaining workshop will offer training in the most important aspects of the negotiation process:

The following key issues will be addressed. Emphasis will be placed on the practical skills necessary to enter into effective negotiations with established trade unions.

• Legal framework of collective bargaining in terms of the Labour Relations Act 66 of 1995 as amended
• The Recognition and Procedural Agreement
• Bargaining Unit, identifying the constituency
• Meeting process, structuring the collective bargaining process
• Pitfalls and caveats
• Overview of the negotiation process
• Negotiation skill vs negotiating strength

1 Overview of the Negotiation Process

2 Interpersonal Styles

2.1 Management Modes
2.2 Neil Rackham Behaviours - Interpersonal Communication

2.2.1 Behaviour Styles
2.2.2 The Management Team
2.2.3 Presenting a unified approach on key demands or negotiation positions

2.3 Negotiation Tactics

2.3.1 The negotiation cycle

2.4 Union Behaviours
2.5 Communication

3 Analysis and Assembly of Negotiation Information

4 Demands

4.1 Types of Demands

4.1.1 Union
4.1.2 Management Demands

4.2 Costing Demands

4.2.1 Total Costings
4.2.2 Law on Disclosure
4.2.3 Union Motivations
4.2.4 How strong is your negotiation position?
4.2.5 Getting Agreement

4.3 Recognition Agreement

4.3.1 Agenda
4.3.2 Attendance Register
4.3.3 Documentation Records
4.3.4 "Parking Lot"
4.3.5 Record of Negotiation Positions
4.3.6 Example of a Wage Agreement
4.3.7 Example of Wording of Clauses during Negotiations
4.3.8 Audited Disclosure

5 Dispute Procedures

5.1.1 LRA Form 4.1
5.1.2 Example of Strike / Picketing Rules

6 Caselaw

6.1 Bargaining Conduct
6.2 Backdating Wages
6.3 Unprocedural Strikes (partial compliance with section 64 and 65 of the LRA)
6.4 Minority Unions

A two-day practical workshop, usually conducted with senior management and members of the wage negotiation committee (management representatives).

Day 1

Registrations: 08:00 - 08:30

Workshop: 08:30 - 17:00

Lunch: 13:00 - 14:00

Tea Breaks: 11:00 - 11:20 / 15:00 - 15:30

Day 2

Workshop: 08:30 - 17:00

Lunch: 13:00 - 14:00

Tea Breaks: 11:00 - 11:20 / 15:00 - 15:30

Delegates receive a comprehensive workbook containing pro forma documentation for wage negotiations.

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:

• Extracting motivations for union demands
• Placing company demands on the table
• Addressing linked demands
• Prioritising demands in order to determine real demands, first year demands and long terms proposals
• Eliminating irrelevant demands and issues
• Dealing with new demands, and separating those issues which do not belong in the collective bargaining forum (workplace grievances and complaints)
• Responding to demands
• Clause-drafting

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:

• Bargaining plans, strategies and tactics
• Preparing for face-to-face negotiation sessions
• Handling negotiations at the bargaining table
• How to obtain an agreement
• Bargaining unit demographics
• Wage rates, benefits and current cost data
• Area surveys of wages and benefits
• Surveys of settlements and industrial patterns

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

Delegates

This course is suitable for

• Human resource practitioners
• Employment equity managers
• Skills development facilitators
• Senior line managers

Costing

• In-house courses are subject to quotation

Costing per delegate (public workshops only)

R4 970.40 per delegate (VAT Inclusive)

Included in the fees

• Course material
• Parking
• Refreshments
• Lunch
• Certificate of Attendance

Please note

• Training is conducted with extensive use of questionnaires, case studies, exercises, role-plays and a training video.
• Delegates are also supplied with a course workbook, which serves as a "job aid" when back on the job and involved in recruitment.
• Delegates are encouraged to attend the course with their laptops / notebooks.