Practical Negotiation in Personnel
This course will develop key skills to understand staff concerns and negotiate agreements that achieve the best outcomes for both the organisation and the employee. It will provide participants with guidance on the necessary preparation required for negotiations and will help them to be proactive in managing the negotiation process to a successful conclusion.
Individual benefits:
- Understand the preparation required before negotiating with trade unions
- Identify negotiating strengths and weaknesses and develop a more flexible style of negotiation
- Gain confidence in applying new knowledge and skills to the negotiation process
- Be able to achieve better results in negotiations, while retaining the goodwill of employees and the support of senior management
Organisational benefits:
- Have the means to develop more effective relationships with all parties around the negotiating table
- Better understanding of staff concerns
- Retain goodwill of employees
- Improved business performance through a more motivated workforce
What the training covers:
- Identifying objectives and considering all implications
- Bargaining, response testing and gathering information
- Agendas - open and hidden
- You and your opposition - strengths and weaknesses
- Approach planning, concessions and alternatives
- Flexibility - and avoiding 'posturing'
- Influencing - and handling confrontation
- Listening, questioning and assertion skills
- Time management - compromise and deals
- Industrial relations and the law