Negotiation Skills for Collective Bargaining

Faced with the current challenges of the South African industrial relations climate, be able to negotiate pragmatically and make effective choices. Prepare for your negotiations in a strategic manner and as a result enhance the outcomes achieved. This course can be conducted over two or three consecutive days or in a modularized format, to meet clients' needs.


  1. A negotiation process model
    1. Experiencing the negotiation process - role-play
    2. Challenges to effective negotiation and collective bargaining - case study
    3. Group process guidelines
    4. The negotiation process
    5. The impact of the negotiation process on negotiated outcomes
  2. Approaches to negotiation
    1. Exploring outcomes in negotiation
    2. Exploring approaches to negotiation
    3. Understanding positional and needs-based negotiation
    4. Creating value and claiming value - adopting a balanced approach
    5. The mandating dynamic
    6. Strategies for making effective offers and proposals
  3. Preparing for negotiation
    1. Preparation for negotiation – role-play
    2. Creating value through effective preparation
  4. Opening the negotiation and exploring - creating value
    1. How are you exploring?
    2. Effective listening
    3. Paraphrasing
    4. Reframing
    5. The use of questions
    6. Opening the negotiation and exploring - role-play
    7. Reflection on role-play
    8. Generating options
  5. Bargaining - claiming value
    1. Why deadlock occurs and what to do about it
    2. Ideas for breaking apparent deadlock
    3. The significance of alternatives to a negotiated agreement
    4. Statistics on recent wage settlements
    5. Managing emotion
    6. Generating options and bargaining - role-play
    7. Reflection on role-play
  6. Finalising agreement or confirming deadlock

This course is accredited by the South African Board for People Practices (SABPP) and is aligned to unit standard unit standard 119939 Conduct Negotiations in Labour Mediation (NQF occupational qualification level 5, 6 credits).

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What participants say

"Practical, relevant and factual. Straight to the point."
- Delegate, Tongaat Hulett Starch, Sep 2017

"Thought provoking and inspirational."
- Shabir Khan, Tongaat Hulett Starch, Sep 2017

"Relevant to my skill of negotiating as a union rep. It was eye opening and educational."
- Delegate, Tongaat Hulett Starch, Sep 2017

"The trainer is very experienced and able to provide practical and relevant examples”"
- Botswana National Labour Partners, 2012 course

"Very useful. I had almost zero knowledge on negotiation but with what I have learnt, I feel confident that I can do far more than I have been able to”"
- Botswana National Labour Partners, 2012 course

"The material is very useful as all the case studies refer to real life issues we face daily”"
- Botswana National Labour Partners, 2012 course

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