Negotiation is sometimes referred to as an art. In fact, it is a process that requires specific skills and behaviours which can be developed in anyone by using a relatively simple suite of tools and techniques.
What we do
The IPA has developed a training course primarily aimed at managers who are required to negotiate with trade union representatives. Our research indicates that this can often be a daunting prospect for these managers who rarely receive specific training on how to get the best from the process. We also offer negotiation training for trade union representatives.
Negotiation does not have to be a confrontational exercise littered with the “dark arts” of deception, brinkmanship or one-upmanship. It can be an open and honest dialogue which genuinely seeks consensus and establishes a solid platform for good industrial relations in an organisation.
The training course would be tailored for the specific needs of the managers in their particular organisation, but the content would normally include the following:
- Understanding the different types of negotiation techniques including: option-based, interest-based and traditional collective.
- Examining the purpose of Collective Agreements, understanding who you will be negotiating with and analysing their strategy.
- Identifying what negotiating skills are; establishing objectives, preparation using 15 strategic questions, identifying your backstop position.
- Identifying what negotiation behaviours are; assertiveness, clear communication, understanding the behaviours that disengage.
- How to conduct the negotiations; the mechanism for releasing information, confidentiality, keeping track of where you have got to, moving to closure.
- Understanding the differences between consultation and negotiation; the impact of the I&C regulations, definitions, setting clear boundaries; mutual understanding and mutual agreement.
- Action planning, next steps and further research.
Click here for a short case study of our training programme in action.
To discuss your organisation's needs, and how the IPA can help, contact IPA training and development director, Derek Luckhurst at derek.luckhurst@ipa-involve.com or telephone 0207 354 8040
