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A Practical Approach Interest Based Labor & Management

at The Negotiation Institute - Midtown

Course Details
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Midtown, Manhattan
Btwn 7th Ave & Avenue of the Americas
New York, New York 10019
Purchase Options
Class Level: All levels
Age Requirements: 18 and older
Average Class Size: 10

What you'll learn in this hr training:

Depending upon where you are in your particular relationship, this seminar can help you break the vicious cycle or accelerate the virtuous cycle. The day will toggle back and forth between lecture and simulated negotiation exercises. Both grievance (individual) and contract/partnership (systemic) issues will be addressed in this fashion. The afternoon session will conclude with a “final exam” in which participants will be tasked with applying new skills, techniques and structures on a simulated contract issue.

Interest-based negotiation has now been on the collective bargaining scene for over 25 years. Not long after the 1983 publication of Fisher & Ury’s Getting to Yes, labor and management began experimenting with this “new and improved” approach to resolving conflict in the workplace. Now, after a quarter century of contract, grievance, and partnership application ‘the wheat has been separated from the chaff’ and a more realistic, sensible and practical version is the result. You’re invited to join us as TNI Faculty explore the latest thought leadership in labor and management negotiation in this groundbreaking one-day event, the 2014 TNI Art of Negotiating for Labor & Management Conference Getting to Real: A Practical Approach to Interest Based Labor and Management Negotiation.The Labor Management Relationship is largely defined by negotiation; bargaining contracts, resolving grievances, handling gripes, and sometimes working together in consultative fashion on topics which the parties are not bound to tackle, yet choose to do so for the betterment of the operation (labor/management cooperation). Think three-legged stool: one leg being contract bargaining, the second being contract administration, and the third being consultative negotiation.

The manner in which these various negotiations are conducted not only impacts the quality of the deals themselves, but also the quality of the parties’ consequent relationship. That is to say, companies and their unions are either caught up in a vicious cycle (distrust leading to constrained communication resulting in sub-optimal solutions, further reducing trust, etc.) or are constructing a virtuous cycle (improved trust freeing up better communication resulting in higher quality deals further building trust, etc.).

Who will benefit:
  • Leaders and key representatives of labor/management negotiations
  • Professionals with limited knowledge or experience in labor/management negotiations
  • Professionals seeking to gain an understanding of best practices in labor/management negotiation and collective bargaining strategy
  • HR Professionals
  • Lawyers & Corporate Counsel
  • Mediators
  • Consultants
Note: Includes lunch, coffee/soda, and program workbook.

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Refund Policy
Cancellations made at least 48 hours in advance of the class will be honored with a full refund. Students who cancel less than 48 hours prior to the start time of the class will receive a credit towards a future class.


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School: The Negotiation Institute

The Negotiation Institute

Founded in 1966, The Negotiation Institute is the leading provider of negotiation skills training and consulting worldwide. Our programs are customized to the specific needs of our clients, and we dedicate ourselves to maintaining the utmost standard of excellence. Our focus on innovative training methods...

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