Negotiating Labor/Management Agreements for Competitive Advantage
REGISTRATION FEE: $2,495
PREPARE FOR YOUR UPCOMING CONTRACT NEGOTIATION
Gain real-world experience before engaging in labor/management negotiations where the stakes are high and mistakes can be costly. The impact of contract negotiations on the bottom line is lasting, and though they only occur every few years, no company or union can afford to send its negotiation team to the table poorly prepared. Highly effective negotiators add value by crafting agreements that facilitate a positive and productive workplace.
This program features a comprehensive and unique framework that identifies the multiple linkages between collective bargaining strategies and broader human resources management, operational, and business strategies.
You will be prepared to think strategically about how your negotiation strategy aligns with your business and organizational plans.
Combining interest-based and classical approaches to negotiations, you will learn about the essential processes and tactical decisions that underlie the key stages of negotiating agreements.
Participants will engage in a simulated exercise built on a case exclusively designed for this program. The exercise will encourage you to resolve complex issues and apply your learned negotiating skills as a member of a team while negotiating a landmark agreement that yields competitive advantage.
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
RECERTIFICATION CREDIT HOURS
This program has been approved for 20 continuing education credit hours towards our Professional Development Program recertification, which will fulfill the two-year credit hour requirement needed for recertification.
THANK YOU FOR YOUR INTEREST
Dates for online sessions will be posted as soon as they are scheduled. If you would like to be notified when dates become available, please contact Kristi White at whitekr@msu.edu.
INSTRUCTORS
Julie L. Brockman, PhD, is an Associate Professor in the School of Human Resources and Labor Relations at Michigan State University. As an outreach instructor, Julie has conducted workshops at local, national and international levels for union organizations and their joint partners. As a consultant and facilitator, she assists unionized organizations, both within the private and public sectors, in developing and implementing joint union/management initiatives. Prior to her work with the School of Human Resources and Labor Relations, Julie was employed by the Nestle' Chocolate and Confections facility in Fulton, NY ('86-'95) and the TRW, Inc. Aircrafts Components Group in Euclid, Ohio ('84-'86).
Greg Freehling, MLIR has been leading and managing the relationships and accountability required to create successful labor outcomes for over 30 years. He was the Director of Labor Relations for Arconic at his retirement. In this role, he was accountable for the global labor relations for the corporation. His career spans plant and corporate responsibilities across Alcoa and its spin-off Arconic, as a labor relations manager, human resources manager, and corporate labor relations consulting and administration duties. He is a subject matter expert with an extensive background in contract administration, grievance and arbitration advocacy and contract negotiations. He has provided training, advice, and counsel across Alcoa and Arconic locations in the U.S., Canada and Europe. He's developed and conducted labor relations training programs for labor relations and line supervisors and leaders, and managed stakeholder communications before and during negotiations. In addition, he has been teaching courses for the School of Human Resources and Industrial Relations Professional Development program for the past eight years.
One or more instructors listed above will be teaching
CANCELLATION POLICY
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FOR VIRTUAL (ZOOM) PROGRAMS
- Cancellation more than three weeks prior to the program start date: full refund.
- Cancellation two weeks prior to the program start date: 10% cancellation fee; remainder of program fee refunded.
- Cancellation after program materials have been posted/provided to participants (normally 2 days prior to program start date): no refund.
- Cancellation fees may be waived if the participant registers and attends the same program within 12 months. Fees may only be waived once.
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FOR IN-PERSON PROGRAMS
- 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 canceled programs are the responsibility of the enrollee.
SPECIAL ACCOMMODATIONS
Accommodations for people with disabilities or special dietary needs (when meeting in-person) may be requested by calling SHRLR Professional Development 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.
REGISTRATION FEE INCLUDES
- All course materials.
- Space is limited, so we advise registering as soon as possible to secure your participation.
DID YOU KNOW...WE CAN COME TO YOU!
- You can bring this program on-site for your team or virtually through Zoom. It will lay the groundwork for success, provide a common framework and language as well as incorporate your organizational challenges.
Contact Program Coordinator, Kristi White at whitekr@msu.edu to discuss how you can multiply the benefits of MSU programs and save money by bringing this and other programs to you.