Intensive training: Successful collective bargaining

Legal and general principles

• Role of the associations and negotiating committees.
• Company or in-house collective agreement, regional collective agreement.
• Collective bargaining commitment and effect.
• Duty of peace, right to strike and arbitration.
• Current positions and trends.
• Your own attitude and practical consequences.
• Important negotiation approaches and their application in collective bargaining.

Excellent preparation

• Development of an objective and negotiation mandate.
• Stakeholder management.
• The negotiating committee: roles, interests and dynamics.
• Scenario planning.
• Preparation for crisis situations.
• Calculation tools.

Professional negotiation techniques and management

• Possible course of a first day of negotiations: objectives and options.
• Negotiations in small and large commissions.
• External communication during the negotiation.
• The right offer at the right time.
• Crisis management.
• Conclusion: timing, content, enforcement.
• Communication of the negotiation result.

Negotiation and discussion skills

• Process impulses from the other side.
• Building trust throughout the entire process.
• Role allocation, use of rhetoric and body language.
• Management of emotions on both sides.