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Interest-Based Bargaining
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Provider:
Cornell University-ILR (View Profile)
Topic(s):
Human Resources > Labor Relations
Who Should Attend?
Labor relations, human resources, and line managers, and attorneys who represent management at negotiations or who assist in bargaining preparation
Full Seminar Description
This two-day workshop is designed to convey both the theory and practice of a systematic approach to bargaining by exploring how to achieve better technical solutions, increase the likelihood of compliance, and improve the working relationships between the parties. Uses realistic simulation exercises for hands-on learning. Fee per person: $1495. Fee includes breakfast, lunch and refreshments.Interest-based bargaining frames negotiation as joint problem solving to resolve each party's underlying issues, needs, and concerns. The process works by encouraging the parties to focus on interests, not positions, and to use communication and innovative thinking to identify superior solutions.
This two-day workshop is designed to convey both the theory and practice of a systematic approach to bargaining by exploring how to:
- Achieve better technical solutions
- Increase the likelihood of compliance
- Improve the working relationships between the parties
KEY TOPICS
- How to gauge your own negotiating style
- How power, rights, and interest can affect negotiation outcomes
- How to focus on interests rather than positions
- Improving the relationship of the bargaining parties
- Characteristics of successful negotiators
- Understanding the concepts of the "best alternative to a negotiated agreement"
- The importance of separating people from the problem
- Generating various solutions before deciding what to do
- How to deal differently with your constituents
- What to do when the other side plays hardball
Special Feature
Realistic simulation exercises for hands-on learningWho Will Benefit?
Labor relations, human resources, and line managers, and attorneys who represent management at negotiations or who assist in bargaining preparation
Sponsor Background:
- Over 50 years ago, Cornell University's School of Industrial and Labor Relations was formed to provide training to employers to improve workplaces and workplace life.
- Cornell workshops have a reputation for being current in subject theory and application as well as on legal or regulatory issues.
- Classes are highly interactive…between student and instructor and student to student.
- Discussion groups, case studies, role plays, and other exercises provide practice for your learning.
- Your instructors are skilled communicators and experienced professionals committed to providing the finest in real world, practical education.
- The majority of our clients are repeat users…a testimony to the quality and value received.
Substitution and Cancellation Policy
Substitutions of registrants can be made at any time. Cancellations and transfers are subject to a 25% charge unless received in writing one week prior to the program. Registrants who do not cancel in writing prior to the program date and who do not attend are responsible for the entire fee.
PLEASE NOTE: CORNELL NO LONGER ACCEPTS REGISTRATIONS WITH THE "BILL ME" OPTION. ALL WORKSHOPS MUST BE PAID IN ADVANCE EITHER BY CREDIT CARD OR PROOF OF PAYMENT SUCH AS A PO NUMBER.
Quote From Past Participants:
“I want to commend you on the quality programs you provide to the HR community. I am pursuing the certificate program for Collective Bargaining and am impressed with the content of the workshops, as well as the knowledge and professionalism of the instructors. You are all tops!” — Director, Human Resources, Survivor Technologies, Inc.
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