en

20 March 2017 - 24 March 2017

Negotiation skills for the world of work

20 March 2017 - 24 March 2017

Negotiation skills for the world of work

Negotiation skills for the world of work

Course Information

20 March 2017 - 24 March 2017

English

Turin Centre

Code: A9010339

English

Deadline: 15 February 2017

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This course aims to develop participants' knowledge and understanding of consensus-building approaches to conflict management and dispute resolution. Emphasis is placed on how to move from a traditional style of adversarial negotiation to a negotiation style that allows mutual gains and strengthened relationships among parties and therefore also contributes to better compliance with standards at enterprise or sectoral level.

Description

Description

This course aims to develop participants' knowledge and understanding of consensus-building approaches to conflict management and dispute resolution. Emphasis is placed on how to move from a traditional style of adversarial negotiation to a negotiation style that allows mutual gains and strengthened relationships among parties and therefore also contributes to better compliance with standards at enterprise or sectoral level.

Target audience

Target audience

The course's target groups are those currently involved or who are expected to be involved, directly or indirectly, in negotiations, whether at enterprise, sectoral/branch or national level.

Introduction

Introduction

The promotion of collective bargaining at all levels is key to productive, equitable and stable employment relations. While an enabling regulatory framework and other measures to promote collective bargaining are essential, the effectiveness of collective bargaining is often hampered by the poor negotiating skills of the bargaining parties. They may adopt a negotiation style that does not allow them to reach satisfactory outcomes. More often than not, the negotiation skills of the parties are confrontational and undermine trust which is the foundation of sound labour relations. The Freedom of Association and Protection of the Right to Organise Convention, 1948 (No. 87) and Right to Organise and Collective Bargaining Convention, 1949 (No. 98) lay the basis for democratic and stable labour relations. The importance of promoting collective bargaining is enshrined in the Collective Bargaining Convention, 1981 (No. 154) and its accompanying Recommendation (No. 163). The skills, knowledge and capacity of those representing employers and workers’ organisations are critical in preventing labour disputes and achieving outcomes and agreements that meet the interests of all parties. Effective negotiation skills are not merely ‘common sense’. They are acquired through a combination of training and experience. The ITCILO courses on negotiation skills provide those involved in negotiations a firsthand knowledge and practice of negotiation skills and techniques. The course aims to develop participants’ capacities to improve their negotiation skills and therefore to reach satisfactory outcomes for their organisations.

Objectives

Objectives

The ITCILO courses on negotiation aim to develop participants’ knowledge and understanding of consensus-building approaches to conflict management and dispute resolution. Emphasis is placed on how to move from a traditional style of adversarial negotiating to a negotiation style that allows mutual gains and strengthened relationships among parties.

Content

Content

Identifying typical mistakes made by negotiators
• The conflict dynamic
• How conflict develops into a dispute
• Different approaches to dispute resolution
• Outcomes in negotiation
• Different approaches to negotiation
• What positional negotiation looks like
• A problem solving model
• The anatomy of needs based negotiation
• Stages and needs-based negotiation
• The negotiators’ dilemma
• Costs and benefits of different styles of negotiating
• How to maximize joint value and achieve optimum outcomes
• The significance of alternatives to a negotiated agreement
• Reality testing
• How to open up a zone of possible agreement
• The mandating dynamic
• Preparation for negotiation
• Behaviours of effective negotiators
• Working with interests and needs
• Reframing
• Extracting needs
• Finding mutual gains outcomes
• The use of questions
• Generating options and brainstorming
• Managing your own emotion and responding effectively to the emotions of others
• Helping people save face
• Negotiating with difficult people

Language requirements

Language requirements

The workshop will be conducted in English and participants are therefore expected to have a good command of the English language.

How to apply and costs

How to apply and costs

The ILO promotes equality of opportunities and strongly encourages women’s applications.
The cost of participation (2,180 Euros) should be paid in advance by the participant or his/her sponsoring organisation. Participants will be provided with full board accommodation with private facilities at the
ITCILO Campus, routine medical care and medical insurance, use of computer and internet facilities.


For information regarding payment, cancellation and refunds, please consult:
http://www.itcilo.org/en/training-offer/how-to-apply


In order to apply for the course please click on the following link: http://intranetp.itcilo.org/STF/A9010339/en
and fill in the application form that appears. You will be required to attach a sponsorship letter from the Institution that will cover your course fees and travel. Please note that the deadline to apply is 15 February 2017.


For any doubt or question you would like to raise you can contact:


Social Protection, Governance and
Tripartism Programme
International Training Centre of the
International Labour Organization
Viale Maestri del Lavoro 10
Turin 10127, Italy
Tel : + 39 0116936917
Email: spgt@itcilo.org

Contact us

spgt@itcilo.org

Tuition cost: 1580

Subsistence cost: 600

Total cost: 2180

More information

 

International Training Centre of the ILO

Viale Maestri del Lavoro, 10
10127 Turin - Italy

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