If you are involved in collective bargaining, you know the complex and multi-layered dynamics at play. Whether you are at the table representing a business unit, government department, or union local, you know that the organization’s and the membership’s strategic interests and priorities are tied to how well you do at the bargaining table.

How can you implement effective collective bargaining strategies that achieve needed changes and improvements effectively? What is changing in collective bargaining styles and approaches? What are today’s best practices at the table? These and other important issues are explored in our intensive five-day Negotiation Skills program, which features expert instruction, a full week of hands-on bargaining experience, and on-the-spot coaching.

Module 1: Overview of Collective Bargaining: The Importance and Value of Collective Bargaining in Society

• Identify negotiation capabilities at the organizational, team and individual levels
• Understand drivers of conflict at the table through the Circle of Conflict
• Establish personal areas of focus for the training

Module 2: Exploring Bargaining Dynamics: Team-Based Bargaining Exercise

• Investigate team decision-making
• Reflect on the interdependence of the parties at the bargaining table
• Explore the impact of actions and decisions on trust

Module 3: The Negotiation Roadmap: The Dynamics of Trust and the Bargaining Process

• Explore the important dynamics of trust and how to build trust in any circumstance
• Review and begin to apply a step-by-step roadmap for the collective bargaining process, start to finish
• Reflect on the full range of stakeholder relationships

Module 4: Planning and Preparation for Negotiation: Building Your Bargaining Team

• Establish team roles, responsibilities, and protocols
• Understand the dynamic of interests, rights and power at the table
• Learn the three main types of collective bargaining and the implications for each
• Practice foundational table skills
• Build a full bargaining strategy by applying the Triangle of Satisfaction
• Plan for effective pre-bargaining dialogue
• Establish a clear mandate for the bargaining team

Module 5: An Introduction to Costing: Understanding Effective Use of Costing and How it Affects Negotiations

• Explore the full range of costing concepts and definitions
• Understand the application and strategic use of costing at the table
• Recognize costing benefits and pitfalls

Module 6: Issue Analysis: Assessing and Analyzing the Issues Effectively on the Bargaining Team

• Explore and apply a structured approach to assessing and analyzing both parties’ issues
• Use issue analysis to influence and strengthen the team’s bargaining strategy

Module 7: Table Skills: Individual Skills and Tools for Face-to-Face Interactions at the Bargaining Table

• Utilize listening as a dynamic skill for building trust and supporting effective discussions
• Implement advanced questioning skills to explore and navigate impasse and anchored positions
• Apply the L.E.A.P. process to create open dialogue on difficult issues

Module 8: Setting the Stage: Opening the Negotiation Process Effectively

• Plan and execute an effective opening statement
• Establish joint ground rules and rules of engagement for the negotiation process

Module 9: Simulation Debrief: Reflecting On and Incorporating Learnings from the Bargaining Simulation

• Explore and crystallize individual, team, and all participants’ learnings from the full-day bargaining simulation
• Learn best practices for implementing a collective agreement effectively

Module 10: Building the Learning Loop: Leveraging Each Round of Bargaining to Incorporate Best Practices for the Future

• Implement critical debrief and learning processes to carry forward best bargaining practices