Management Programs

The Dynamics of Labor Negotiations

LR302    $ 695.00
May 15, 2009 - New York, NY

Success in negotiations turns on more than the exchange of offers at the bargaining table. Understanding interpersonal dynamics and behaviors of the individuals involved is a key component of successful negotiations. This workshop is designed to increase your awareness and practical skills in:

  • Understanding your own reactions during bargaining and identifying opportunities for contributing to the process, no matter what your role
  • How to conduct yourself during the bargaining process
  • Understanding and responding to personal tactics and behaviors by the other side
  • Having an overall strategy for managing the dynamics of bargaining
  • Functioning as a unified bargaining team

Key Topics

  • Analyzing the personality roles of different members of the union bargaining team
  • Knowing your own hot buttons and automatic responses
  • How to listen as a member of the bargaining team
  • How to use and respond to aggressive, passive, and assertive behavior
  • Managing interpersonal conflicts during negotiations
  • The importance of pace in successful bargaining
  • Better understanding the actions and reactions that take place between individuals during the bargaining process
  • Identifying sources of stress
  • Strategies for responding to stress and controlling the bargaining

Who Will Benefit

Labor relations/human resource managers and professionals; new and former members of negotiating teams including note-takers, team members, and spokespersons

Instructors

Cal Sutliff, Michael Wittenberg


ILR logo