5 CPD Points

One day, 9.30am to 4.30pm


Tea and Coffee on arrival and at mid-morning break;
light lunch.

About our Industrial Relations Negotiations workshop

Negotiation tactics and skills can be built through practice. Managing and delivering significant changes in work organisation, working practices, new technology, or staffing levels often rests on the ability of managers to secure agreements through negotiations with trade unions. This workshop uses role-plays and case studies to help attendees build confidence in their negotiation skills in a safe and constructive environment. These skills can be useful in a number of situations outside of Trade Union talks, such as debates over budgets and funding or trading with colleagues and mediating between stakeholders.

Practical learning is underpinned by up-to-date academic and real-world research, mapping a useful approach to negotiations in a modern public sector organisation. It also addressed the involvement of third-parties, such as the Labour Relations Commission and Labour Court. By examining recent case law and developments in all areas of HR, this workshop provides not only firm footing in theory and practice, but timely and insightful knowledge.

Learning Outcomes

At the end of this workshop, attendees will be able to:

  • Apply real-world strategies across different negotiation scenarios;
  • Assess their own vulnerability to negotiation traps, clarifying interests and identifying opportunities to maximise the potential value of a deal;
  • Build confidence in your ability to plan and conduct IR negotiations;
  • Determine how the terms of an agreement will be carried out in practice;
  • Handle themselves ‘in the moment’;
  • Identify and develop their personal negotiation style;
  • Learn about the factors that influence negotiation processes and outcomes;
  • Learn about the roles of third-parties in breaking deadlocks and reaching agreement
  • Perform positional analysis of all parties to a deal, identifying hidden agendas and effectively handling adverse moves, turns and ploys from the other side;
  • Separate the relationship from the deal and restore productive dialogue with ‘appreciative moves’ when negotiations stall; and
  • Successfully apply the 10 principles of influence & persuasion to any negotiation situation.

Upcoming Dates

Did you know?

PAI offer all of our courses as In-House programmes. For more information, see our page on In-House Training.