Negotiating with Employees & Unions

 

This workshop caters for a maximum of 12 people.


How to negotiate a business-friendly Collective Agreement during Covid restrictions and economic stress!

COVID disruptions and lockdowns have added new procedural and strategic demands to bargaining. Wage settlements are currently on a steep upward trend, heading well beyond 3%. Further, if companies are not paying the Living Wage as an entry wage, they immediately become a target for special union attention.

If you are looking for the most current information to get your company ready for upcoming bargaining, then this workshop is a must attend. It shows you how to plan, cost and design a strategy that allows you to deliver this in the shortest possible time.

Experienced and currently practicing negotiators, answer all your questions and share the A&A formula for negotiating success, with you. This workshop is a practical, step-by-step guide for Business, HR and Operations professionals requiring a better all-round negotiating experience in the current stressed and challenging economic and health scene.

We show you how to build your own unique strategy and business case, how to conduct and finalise the negotiations and how to implement the new CA.

Includes a confidential analysis of your negotiating style.

Our practical negotiating methods will take your team to a higher level and result in quality agreements, improved employee/management relationships and a better overall work culture.

 

Key topics covered:

  • An in-depth analysis and overview of the current CA negotiating environment in New Zealand, including the substantial impact of Covid on bargaining rituals, individual behaviours and claims.
  • How to assess risks, opportunities, and strategic options
  • Realistic costing based on current affordability.
  • Identifying the new behaviours now required by management negotiators
  • Deciding on the best person in your organisation to lead negotiations
  • Understanding the new negotiating rituals and how to use them to your advantage
  • A detailed overview of current negotiating tactics used by unions and how to counter these
  • How to adjust your bargaining style to ensure you retain control of the communications at the bargaining table
  • A comprehensive outline of the process and method for planning, costing and preparing a detailed business case
  • Techniques for conveying difficult business messages
  • How to get your collective finalised and ratified - quickly
  • COVID has created a new business environment - this has also triggered an opportunity to overhaul old established agreements and/or clauses, to something that is more flexible, focused and in keeping with modern business needs
  • The opportunity to apply and review new and different negotiating techniques
Register For Workshop

Upcoming Workshops

2-3Feb
Christchurch
Rydges Latimer Christchuch
23-24Mar
Auckland
Hyundai Marine Sports Centre, 10 Tamaki Drive, Orakei, Auckland 1071

Pricing

Regular Rate
1st attendee price
NZ$2,190.00*
Regular Rate - Further attendees
Rate of 2nd or more attendees
NZ$1,890.00*

BACKGROUND

This informative and practical workshop is designed for people wishing to learn the collective bargaining process from beginning to end. It focuses on key concepts and processes that enhance skills. Attending this session results in cost efficient deals for organisations. Workshops are presented in a user-friendly, non-threatening environment. You will receive a confidential analysis of your personal negotiating profile.

WHO SHOULD ATTEND

Looking for a quick upskill, refresher or a solid framework for upcoming negotiations? This workshop is suitable for experienced and first-time negotiators alike. Whether you’re a manager who negotiates CA’s infrequently and needs an update on the latest issues, tactics and strategies, an HR generalist looking for a comprehensive A-Z of modern collective bargaining, or a seasoned bargaining expert looking for fresh ideas, then this workshop will deliver.

DAY 1

8:30am - 5pm

  • Collective Bargaining principles and practices
  • Detailed overview of the ritual followed by unions when negotiating with employers
  • Understanding the interaction between politics, power and unions at a National, Regional and local level
  • The collective psychology vs. the role of the individual
  • Why the positional & adversarial negotiating model is still the most commonly used. What other options exist?
  • Preparation & planning and how this differs substantially between unions and management
  • Who are the key players and what essential attributes are required to be successful
  • A realistic and practical risk assessment process before starting negotiations

Planning and getting ready for bargaining

  • How to develop a detailed business case which ensures a common clarity of purpose
  • Getting the costing and financials right and establishing organisational priorities
  • Understanding and applying the total labour cost formula
  • Establishing rules and guidelines for the bargaining encounter
  • When and how to exchange and cost claims
  • Communications strategy and tactics both internally and externally – who is responsible for what?
  • A method and sample document for analysing and costing union claims
  • A technique for evaluating the real power of each party before commencing bargaining

Let the bargaining commence

  • Method for prioritising the union’s claims
  • Understanding the interactive structure for the opening phase of bargaining
  • Where to open and when to make concessions
  • An in-depth analysis of the unique communications process when in bargaining

DAY 2

8:30am - 5pm

The bargaining encounter

  • The behaviour and tactics that ensure you maintain maximum control of the process
  • A detailed review of the most common tactics used by unions and how you can respond to each
  • Tactics to pressure you, wage tactics, surface bargaining tactics and other traditional union bargaining tactics
  • Which of the four negotiating styles work best in a specific situation
  • Techniques for dealing with hostile or confrontational behaviour at the bargaining table

Reaching the end and settlement

  • Tactics and behaviours which facilitate closure
  • A practical and simple process for changing your current bargaining framework

Practical bargaining – what really happens?

  • A practical and very realistic simulation which allows you as part of a group to test and experiment with the new techniques and methods learnt
  • Both groups are guided by a coach throughout, in a relaxed, friendly, no-stress environment

Negotiating with Employees & Unions
2-3Feb
Christchurch Rydges Latimer Christchuch
23-24Mar
Auckland Hyundai Marine Sports Centre, 10 Tamaki Drive, Orakei, Auckland 1071
24-25May
Wellington TBC
View All Workshops

Register

Location & Date
Price
Attendees
Total
Christchurch - February 2-3 2022
NZ$2,190.00* - One Attendee
NZ$1,890.00* - Second Attendee (from the same organisation)
NZ$2,190.00
NZ$0.00
Auckland - March 23-24 2022
NZ$2,190.00* - One Attendee
NZ$1,890.00* - Second Attendee (from the same organisation)
NZ$2,190.00
NZ$0.00
Wellington - May 24-25 2022
NZ$2,190.00* - One Attendee
NZ$1,890.00* - Second Attendee (from the same organisation)
NZ$2,190.00
NZ$0.00
Auckland - August 10-11 2022
NZ$2,190.00* - One Attendee
NZ$1,890.00* - Second Attendee (from the same organisation)
NZ$2,190.00
NZ$0.00
Christchurch - November 2-3 2022
NZ$2,190.00* - One Attendee
NZ$1,890.00* - Second Attendee (from the same organisation)
NZ$2,190.00
NZ$0.00

Can’t see what you want? Contact the team to discuss a fully-customised in-house training option.