Where employee representatives are required to negotiate with management, this training from IPA provides guidance on how to approach negotiations based on mutual trust and where honest disagreements can be aired and resolved with confidence.

Topics covered include:

  • Understanding the different types of negotiation techniques including: option-based, interest-based and traditional collective
  • 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; confidentiality, keeping track of where you have got to, moving to closure
  • Understanding the differences between consultation and negotiation; definitions; setting clear boundaries; mutual understanding and mutual agreement
  • Action planning, next steps and further research

Find out more...


Sarah Dawson, Head of Operations

E          [email protected]

M         07713178699