Negotiations Skills Programme, Dublin, May 5-6
member price: €950 | non-member price: €950
NEGOTIATION SKILLS: 2 DAY WORKSHOP
Central Dublin: May Wednesday/Thursday May5-6 |
With the collapse of social partnership many organisations are facing, for the first time in over 20 years, the prospect of having to negotiate agreements on pay and employment conditions directly with trade unions. Organisations without trade unions may face the possibility of having to “inform and consult” with employees’ representatives on changes in contract terms. For many employee relations specialists this could be the first time they themselves will have to plan and execute a negotiating strategy. Industrial relations negotiations are difficult enough at the best of times. In today’s economic environment that difficulty is increased substantially as organisations seek to contain pay and other employment conditions to ensure their very survival.
This 2 day workshop has been designed by BEERG as an introduction to the fundamentals of negotiations. Intensely practical, it will give those participating a framework within which they can think through the issues they face as they put together their negotiating strategy. Delegates will also plan and participate in a mock negotiations exercise.
The programme will be led by Wally Russell and Robbie Gilbert who have negotiating experience at the sharp end on industrial relations through the last 3 decades. They will be joined by Joanne Hyde from Eversheds O’Donnell Sweeney who will deal with legal questions relating to industrial action.
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PROGRAMME |
| Day one |
| 9.30 | Registration |
| 9.45 | - Introductions
- Workshop aim
- Housekeeping
- Objectives for the workshop
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| 10.00 | - Negotiation
- What it is
- Alternatives
- Spectrum of employment relations
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| | - Collective bargaining
- Negotiation at the workplace
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| 11.00 | - Exercise : a mock negotiation
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13.00
| Lunch
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| 13.30 | - Fundamentals: skills
- Five Ps
- Listening
- Questioning
- Signalling
- Handling a difficult issue
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14.30
| - Fundamentals: theory and process
- 4 stages
- Rules for negotiators
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| 17.00 | - Case study: materials to review overnight
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Day 2
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| 9.00 | - Lessons from Day 1 and tips
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9.30 – 15.15
| - Exercise: Mock negotiation on case study
- Stages 1 – 4 with feedback:
- Prepare
- Mandating meeting
- Prepare
- Discuss
- Propose
- Bargain 1 – 3 as necessary
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13.00 – 13.30
| Lunch
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15.15
| - Dealing with difficult situations
- Handling deadlock
- Industrial action – the law
- Your options
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| 16.00 | - Negotiating 2009-10
- Current developments and themes
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16.45
| - Points to take away
- Achievement of objectives: review
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17.00
| Conclusion of course
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Programme Team:
ROBBIE GILBERT is a former Director of Employment Relations at the CBI, the leading British employers’ body. He has negotiated for business at local, national and international levels. He has worked in a range of industries since the 1970s; was seconded as a special adviser to the UK Department of Employment as it tackled union issues in the early years of the Thatcher administration; and sat on the General Council of ACAS, the national Advisory, Conciliation and Arbitration Service. For the last fifteen years, he has been a specialist labor relations consultant to major multinationals, helping many negotiate practical agreements and arrangements with their unions.
WALLY RUSSELL has over 30 years of HR experience gained in the Telecoms and IT sectors. He has worked at a country, European and global level and understands the complexity of operating within matrix organisations. He has worked in a variety of role from a country level HR manager up to and including EMEA HR Vice President. For the past 10 years he has worked within the employee relations area and held senior European level positions with Nortel Networks and Hewlett Packard. He has employee relations experience related to major acquisitions, outsourcing and workforce reduction initiatives and negotiated these changes with European Works Councils and local unions. He has negotiated European Works Council agreements and has worked on integrating EWCs after mergers / acquisitions. He has set up employee information and consultation forums in UK and Ireland which have been used as a benchmark model by other organisations. He is based in Ireland. He is a Fellow of the Institute of Personnel and Development and a former President of the Western Region of the Irish Business Employers Confederation. |
Location: Central Dublin |
Fee: The fee for the 2 day programme will be Euro 950, to include all programme materials, refreshments and lunch on both days. To book a place simply e-mail us at: tom.hayes@beerg.com
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