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    517-355-9592
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    517-432-0138
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    South Kedzie Hall
    368 Farm Lane, Room S423
    East Lansing, MI 48824

Negotiating Labor/Management Agreements for Competitive Advantage

CONDUCT NEGOTIATIONS THAT INCREASE COMPETITIVE ADVANTAGE Conduct negotiations that increase competitive advantage.


Although contract negotiations only occur 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 program 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 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

Benefits of attending

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

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.

 

WHAT YOU WILL LEARN

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

 

INSTRUCTORS

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
tposey@poseyassociates.com
Phone: 612-669-5015
Bill Cooke, Director
School of Human Resources & Labor Relations
cookew@msu.edu
Phone: 517-355-1801

 

REGISTRATION

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
September 15-17, 2014 course offering
view calendar  September 15-17, 2014 Lansing, Michigan
[Hotel Information]
April 21-23, 2015 course offering
view calendar  April 21-23, 2015 East Lansing, Michigan
[Hotel Information]
Registration opening soon
September 14-16, 2015 course offering
view calendar  September 14-16, 2015 East Lansing, Michigan
[Hotel Information]
Registration opening soon
  • Overnight accommodations... are not included in the seminar fee. For reservations, call the hotel listed for your seminar. Be sure to refer to the Michigan State University Block.
  • Give us a call... We would be happy to answer any questions you may have regarding this training program and take your registration over the phone. You can reach us at 517-355-9592.
  • Did you know... We can come to you!
    Interested in having HR Executive Education create a customized program for you?
    Please contact Dr. Tina Riley at robert35@msu.edu for more information.
  • Applying by mail or fax... Please download our catalog to fill out your registration information and send it by fax to 517-432-0138 or by mail to:

    Human Resources Executive Education
    School of Human Resources and Labor Relations
    South Kedzie Hall
    368 Farm Lane, Room S423
    East Lansing, MI 48824

 

CANCELLATION POLICY
  • 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.

 

SPECIAL ACCOMMODATIONS

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.

 

ADDITIONAL INFORMATION
  • MSU's Federal ID Number is 38-6005984
  • Business casual attire.
  • Please, no audio or video recording.
Michigan State University
© Michigan State University Board of Trustees. East Lansing, MI 48824
MSU is an affirmative-action, equal-opportunity employer.

Conference Room Calendar | Maintained by: webmaster@hrlr.msu.edu

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School of Human Resources & Labor Relations
South Kedzie Hall
368 Farm Lane, Room S403
East Lansing, Michigan, USA 48824
Phone: 517-355-1801 | Fax: 517-355-7656