The Fundamentals of Negotiation LR401
This two-day workshop teaches the fundamental skills that apply to negotiations in any setting as a building block for managing workplace disputes, consulting with union representatives and collective bargaining. The workshop focuses on student participation in a series of negotiation simulations involving a variety of labour and non-labour settings such as selling a business, negotiating a severance package, settling an individual employment dispute, etc. Students are able to build on learned skills by applying them to each succeeding simulation.
- Understanding the concepts of “reservation price,” “resistance point,” “zone of possible agreement” and BATNAs and how they relate to planning and executing a negotiation strategy
- The use of standards and norms in framing negotiation positions and efforts to persuade
- The difference between distributive and integrative bargaining (aka “interest based bargaining”) and how to operate effectively within each
- The importance of information gathering and communication in negotiation and how to use them to your advantage
- Understanding negotiating styles and how to employ an effective style for particular settings
- How to reach settlements on the end of the “zone of possible agreement” most favorable to you
Realistic simulation exercises for hands-on learning.
Who Will Benefit
Labour relations specialists, human resource practitioners, line managers, and attorneys who negotiate in all aspects of human resources administration and business. The course also provides a strong foundation for collective bargaining.
Open enrollment workshops can be taken individually or as part of a certificate in Contract Administration Studies or Collective Bargaining Studies. They are also available as Labour Relations Customized Programs for your organization.
Brian McArthur, Chief Strategist for Oakbridges Labour Relations Strategists’ practice in the U.S. He has over 25 years of business experience on both the union side and management side of the table. Brian holds his Honours Bachelor of Science degree from Laurentian and his M.A. (Law) from the University of Leicester (U.K.). He is an expert in negotiating fiscal and operational relief during times of economic crisis, with a huge success rate in bargaining pension reform and flexible work arrangements. Expertise includes chief negotiator / first-chair spokesperson; strategy development and implementation; costing; budgeting; forecasting; arbitration preparation; mediation; grievance management, unfair labor practice defense and advocacy; union strategy and informed choice policy development. Brian is recognized by the Negotiation Institute and the Conference Board of Canada as one of North America's top labour negotiators and labour relations experts.
Dan McCray, Esq., Director of Labor Relations Programs and Deputy Director, Cornell University's Scheinman Institute on Conflict Resolution, develops and administers Conflict Resolution, Labor Relations and Municipal Recovery programs at Cornell ILR School and the Scheinman Institute in New York City. Mr. McCray practiced Labor, Education and Municipal Law for 15 years in New York City, Nassau County and the District of Columbia, and served as Director of Labor Relations for DC Public Schools, Nassau County, and the New York City Department of Education.
Debra Osofsky, Consultant in Organizational Structure and Policy is a Skilled Chief Negotiator in leading teams of all sizes or negotiating solo, with one party or many, in structured and unstructured scenarios. Ms. Osofsky has demonstrated success in formulating and implementing policy, building consensus among varied stakeholders and negotiating complex agreement within a variety of organizations. Her specialties include Complex Negotiations, Contract Analysis, , Training, Advocacy, Executive Leadership, Membership Development, Policy Development and Implementation, Team-Building and Management, Staff Supervision, Problem-solving, and Change Leadership