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:
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Understanding your own reactions during bargaining and identifying opportunities for contributing to the process, no matter what your role
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How to conduct yourself during the bargaining process
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Understanding and responding to personal tactics and behaviors by the other side
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Having an overall strategy for managing the dynamics of bargaining
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Functioning as a unified bargaining team
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Analyzing the personality roles of different members of the union bargaining team
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Knowing your own hot buttons and automatic responses
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How to listen as a member of the bargaining team
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How to use and respond to aggressive, passive, and assertive behavior
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Managing interpersonal conflicts during negotiations
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The importance of pace in successful bargaining
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Better understanding the actions and reactions that take place between individuals during the bargaining process
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Identifying sources of stress
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Strategies for responding to stress and controlling the bargaining
Labor relations/human resource managers and professionals; new and former members of negotiating teams including note-takers, team members, and spokespersons
Cal Sutliff, Michael Wittenberg
