Date and Time:
One day seminar: Wednesday 20 November
9.30 – 4.30
About the seminar
Negotiation tactics and skills can be built through practice. Managing and delivering significant changes in work organisation, working practices, new technology, or staffing levels often rests on the ability of managers to secure agreements through negotiations with trade unions. This workshop uses role-plays and case studies to help attendees build confidence in their negotiation skills in a safe and constructive environment. These skills can be useful in a number of situations outside of Trade Union talks, such as debates over budgets and funding or trading with colleagues and mediating between stakeholders.
Practical learning is underpinned by up-to-date academic and real-world research, mapping a useful approach to negotiations in a modern public sector organisation. It also addressed the involvement of third-parties, such as the Labour Relations Commission and Labour Court. By examining recent case law and developments in all areas of HR, this workshop provides not only firm footing in theory and practice, but timely and insightful knowledge.
At the end of this workshop, attendees will be able to:
- Apply real-world strategies across different negotiation scenarios;
- Assess their own vulnerability to negotiation traps, clarifying interests and identifying opportunities to maximise the potential value of a deal;
- Build confidence in your ability to plan and conduct IR negotiations;
- Determine how the terms of an agreement will be carried out in practice;
- Handle themselves ‘in the moment’;
- Identify and develop their personal negotiation style;
- Learn about the factors that influence negotiation processes and outcomes;
- Learn about the roles of third-parties in breaking deadlocks and reaching agreement
- Perform positional analysis of all parties to a deal, identifying hidden agendas and effectively handling adverse moves, turns and ploys from the other side;
- Separate the relationship from the deal and restore productive dialogue with ‘appreciative moves’ when negotiations stall; and
- Successfully apply the 10 principles of influence & persuasion to any negotiation situation.
Isobel Butler is an Organisational Psychologists who has over 20 years’ experience as an independent facilitator and trainer working with a broad range of organisations across the public, private, not for profit and commercial semi state sectors. She has provided a range of alternative dispute resolution methods including mediation, facilitation and joint problem solving skills to help organisations and their employees manage the conflict situations that have arisen in their workplaces. She has also undertaken investigations of conflict situations at the joint request of unions and management. Since 1997 she has been an Associate Lecturer with the Open University teaching psychology at both undergraduate and postgraduate level and for 12 years was a part –time Adjunct Lecture in DCU delivering a module on Work Organisation for the MBS in Safety and Health at Work. Since 2018 Isobel has taught the Managing Conflict in Organisations module on the MSc in HRM in UCD Graduate School of Business.
All of our open programmes can also be run on an in-house basis. For more information, see our page on In-House Training.