Negotiating with Trade Unions

09:00 - Registration and coffee
09:30 - Welcome, introductions and objectives for the day
09:45 - Personal experiences of negotiating with trade unions
· Distinguishing between what is said, how it''s said and what is meant
· Receiving and interpreting signals
· Responding appropriately

10:15 - Motivation and organisational culture
· How can differences in your motivation and theirs affect the negotiation process?
· Appreciating variations in organisational culture and how this might impact the outcome

10:45 - Coffee
11:00 - The negotiation process
· Distinguishing content from process
· Managing the process
· Agreeing the ground rules

11:30 - The negotiating relationship
· Constituency relationships - yours and theirs
· Pay negotiations - what makes pay different from other issues?

12:00 - Negotiation style
· Recognising your preferred style
· Choosing the style appropriate to the situation and modifying your own behaviour accordingly
· Responding to the style used by the Trade Union

13:00 - Lunch
13:45 - The Negotiation
· Preparation - identifying objectives and considering all implications before you get to the table
· Creating and displaying strength and cohesion as a team
· The proposal - putting your case across clearly and persuasively
· Responding to claims - dealing with Trade Union claims and demands effectively
· Influencing the decision
· Managing conflict - recognising the early signals and keeping your cool
· Avoiding and dealing with deadlock

15:15 - Coffee
15:30 - Personality types
· Yours and theirs - how can this impact on how you communicate and influence?
· The impact it has on how you and they behave

16:00 - Action planning
· Key actions and priorities to implement when you return to your workplace
· What will you do differently?

16:30 - End of masterclass