This course will teach you how to build power to influence negotiations.
5 days
$1,342
Negotiation is not just about what happens at the table. Bargaining and Negotiation goes a step further, teaching the critical toolkit you’ll need as an industrial officer to navigate complex power dynamics in diverse bargaining environments.
You will learn not only how to build power to influence negotiations, but also learn highly transferrable techniques that will prove invaluable at the negotiating table.
This course includes a practical case study culminating in a negotiation role play that will be recorded for participant review.
By the end of this course, participants should be able to:
Involving Members, Activists and Delegates
Investigating the critical role that members play in any workplace environment
Power relationships between employer and workers and what workers can do to balance the scale
Engaging members in bargaining and how to effectively communicate with members at each stage of the bargaining process
General Truths of Negotiation
Fundamental concepts of negotiation
Preparing to Bargain – Research, Analysis and Planning
The organising cycle in the bargaining context
Role of research and analysis in mapping strength
Situational analysis of union power and employer power
The difference between strategy and tactics
Bargaining under the Fair Work Act
Overview of the content and process requirements for workplace agreement-making under the Fair Work Act
Analysis of the opportunities and risks throughout the process and minimum requirements that an agreement must meet
Positions and Interests
Understanding positions and interests as critical to effective bargaining processes
Negotiation phases
At the bargaining table, the running of a negotiation meeting, the phases: what works, what doesn’t work and how you can build an effective argument
Strategic Questioning
Strategic Questioning is a powerful tool that can be used in research, to connect with and move members, as well as at the negotiation table to shift the employer
Who’s at the table?
Effective communication at the negotiation table
CAR model (Concept, Action, Relationship) to identify communication preferences
Managing the Employer: Anticipating the Employer’s Moves
Risk management
Employer strategies and tactics
Delivery an Agreement
Finalising an Agreement and implementation
The delivery style in this course draws on participants’ work and life experiences and uses a range of methodologies to make learning relevant and engaging including video, discussion, slides, and group work.
The course builds on a key case study culminating in a live bargaining scenario which is recorded for the participants’ review.
Industrial Foundations or Organising Foundations or equivalent organising experience
