Cornell University

Negotiation Skills LB410

$ 199.00

  • May 13, 2015 - Buffalo, NY
    9:00am - 5:00pm
    Class title: Basic Negotiation Skills
    Buffalo ILR Extension Office, 237 Main Street, Suite 1200, Buffalo, NY
    Faculty: Art Wheaton Jr

This introductory-level workshop is designed to develop the skills of union negotiators who do not have extensive experience in advancing a collective bargaining strategy and in conducting face-to-face negotiations at the bargaining table.

Key Topics

  • the bargaining process, timing and procedures
  • bargaining techniques, strategies and tactics
  • maximizing effectiveness of the bargaining committee
  • reading the other side; articulating the members' needs; using the caucus
  • identifying the employer's pressure points
  • Coordinating table tactics with membership support activities