Negotiating Labor/Management Agreements for Competitive Advantage


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Thank you for your patience,
The HR Executive Education Team

  • Registration fee:

    Registration fees will be increasing in 2017 so register today and save!
  • 2017 SAVE THE DATE

    • April 17-19, 2017
      East Lansing, MI
    • July 12-14, 2017
      New Jersey/Metro DC Area
    • September 11-13, 2017
      East Lansing, MI

    Registration opening soon

  • Questions?

    Contact Carrie Mejorado, Program Coordinator
    Phone: (517) 355-9592

Although contract negotiations occur only every few years for most companies, the impact of negotiations on the bottom-line is lasting. In today's highly competitive and volatile marketplace, no company or union can afford to send its negotiation team to the table poorly prepared... the stakes are too high and even small mistakes can be very costly.

The primary objective of this labor relations workshop is to develop highly effective negotiators who can add value by crafting agreements that facilitate a positive and productive workplace. It has been designed to prepare you to think strategically about how your negotiation strategy aligns with, and best supports, your business and organizational plans. It has also been designed to give you an in-depth, contemporary understanding of how to conduct negotiations effectively.

You will participate in an engaging, life-like simulated exercise built on a case exclusively designed for this program. This exercise will challenge you to resolve complex issues and apply your learned negotiating skills-as a member of a team-to negotiate a landmark agreement that yields competitive advantage.

This labor relations training course will expose you to a comprehensive and unique framework that identifies the multiple linkages between collective bargaining strategies and broader HRM, operational and business strategies. Blending interest-based and classical approaches to negotiations, you will learn about the essential processes and tactical decisions underlying the key stages of negotiating agreements. You will learn how to:

  • Align your negotiation strategy with your business strategy
  • Tailor negotiations specific to your workplace priorities
  • Negotiate effectively and improve labor-management relations
  • Drive bottom-line results and improve profitability

Who should attend

  • Professionals with limited or no experience in contract negotiations who will serve on-or lead-their organization's negotiating team.
  • Executives with relatively new labor relations leadership responsibilities who are seeking a comprehensive understanding of collective bargaining strategy and best practices at the negotiating table.


Benefits of attending Negotiating Labor/Management Agreements for Competitive Advantage

By attending this 3-day course, you will enhance your value and ability to contribute to your organization. Our real-world approach and practical exercises will help you:

  • Gain valuable expertise in how to come better prepared to the table and negotiate more effectively
  • Develop, practice and internalize your personal negotiation skills
  • Tailor your own negotiation strategy specific to your company's context and circumstances
  • Increase your organization's competitive advantage in the marketplace


Earn Recertification Credit Hours

Approved Provider This program has been approved for 20 (General) recertification credit hours toward PHR, SPHR and GPHR recertification through the HR Certification Institute. Please be sure to note the program ID number on your recertification application form. For more information about certification or recertification, please visit the HR Certification Institute website at

The use of this seal confirms that this activity has met HR Certification Institute's® (HRCI®) criteria for recertification credit pre-approval.



The Four Stages of Negotiations

  • Planning, Opening, Bargaining, and Closing

Analysis, Framing, and Formulation of a Strategic Negotiations Process

  • Compiling and Assessing Business Information
  • Evaluating and Understanding the Dispute Domain
  • Aligning Negotiations with Business Strategy
  • Getting Agreement on Negotiation Strategy and Processes
  • Negotiating in Good Faith Under the Law

Negotiation Steps and Processes

  • Structuring Team Make-up and Roles
  • Empowering the Chief Spokesperson
  • Delivering Opening Statements
  • Exchanging Proposals/Demands and Presenting Ideas
  • Evaluating and Costing Proposals
  • Applying the Negotiation Proposal/Counter-Proposal Process
  • Utilizing Interest-Based Problem Solving Methods
  • Reaching Tentative Agreements on Non-Economic Issues
  • Managing Team Caucuses to Stay on Plan
  • Packaging Key Economic Items
  • Narrowing Differences through Effective Side-Bar Meetings
  • Reaching Closure and Making Final Offers
  • Closing, Commitment, and Obtaining Ratification

The Negotiator as Reflective Leader

  • Understanding Your Role as Leader and Coach
  • Stage Crafting to Sell Your Proposals
  • Accelerating Bottom-Line Results



Your instructors, Bill Cooke and Tom Posey, bring a wealth of experience and insight to the classroom for crafting HR/collective bargaining strategies and negotiating labor/management agreements. Recognizing the growing, critical need for highly skilled talent and leadership in collective bargaining, Bill and Tom have collaborated to design this high-impact, executive education program.

By combining their extensive real-world and academic experience, they have designed a comprehensive and coherent course that breaks down the complexity of negotiation strategy, processes and practices into tangible, practical skills that you can apply to negotiate artful, competitive solutions for the challenges facing your organization.

For more information on the course and program content, please contact either instructor at:

Tom Posey, Principal
Posey Associates LLC
Phone: (612) 669-5015
Bill Cooke, Director
School of Human Resources & Labor Relations
Phone: (517) 355-1801





Our online registration and payment system is currently unavailable while we make improvements to better serve you. If you have any questions, please contact us at (517) 355-9592 or via email at

Thank you for your patience,
The HR Executive Education Team

Registration fee: $2,400

  • Registration fees include all course materials.
  • Travel and hotel expenses are not included.
  • Space is limited, so we advise registering as soon as possible to secure your participation.

Program times:

  • Day 1: 8:30am - 6:00pm
  • Day 2: 8:00am - 6:00pm
  • Day 3: 8:00am - 3:30pm


  • Cancellation four weeks prior to program start:  10% cancellation fee; remainder of program fee refunded.
  • Cancellation less than four weeks but at least two weeks prior to program start:  50% cancellation fee.
  • Cancellation less than two weeks prior to program start:  no refund.
  • These cancellation fees apply even if the participant wishes to reschedule to a later date for the same program or a different program.  Participants may send a substitute from the same organization for the same program and date with prior written notice and avoid the cancellation fee.

MSU reserves the right to cancel programs when enrollment criteria are not met or for conditions beyond its control. Any additional costs incurred by the enrollee of cancelled programs are the responsibility of the enrollee.



Accommodations for people with disabilities or special dietary needs may be requested by calling HR Executive Education at (517) 355-9592. We will do all we can to accommodate you. It would be especially helpful if you would contact us at least three weeks before the program.


  • MSU's Federal ID Number is 38-6005984
  • Business casual attire.
  • Please, no audio or video recording.


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    East Lansing, MI 48824
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