• Understand trade unions and staff associations
• Understand the process of negotiation
• Realise when negotiation is appropriate as a method of problem solving
• Prepare thoroughly for negotiations
• Improve their confidence as negotiators and handle discussions assertively
• Practise listening
• Construct realistic proposals
• Persuade others as to the value of proposals
• Use procedural agreements effectively
• Produce win-win outcomes

Learning method
Negotiation is presented as a process which can be learned and practised through a set of readily understandable skills. The process is given a context through substantial use of examples from the field of employee relations. A proportion of time is given to role-playing so that skills can be applied in a risk-free environment.

Programme content

• The objectives of trade unions
• How they bargain
• Pressures and issues, both internal and external, for negotiators
• Pressures and issues for employee representatives
• The process of exchange
• The importance of building long-term relationships
• What is negotiable
• Three scenarios for negotiation: lose/lose; win/lose; win/win

• How to prepare
• What to consider
• How to construct a picture of the union's case
• What happens when the parties meet face to face
• How to present a case
• Use of cooperative language
• Indicating what is possible without risk
• How to frame proposals
• How to inject movement into negotiation
• Engaging the skills of persuasion
• Active listening
• Offer and counter-offer tactics
• How and when to make a final offer
• How to close the negotiation
• The importance of actively concluding the agreement