1

The players in the negotiation

• Understand the legal framework of collective bargaining.
• Establish a diagnosis of your social relations.
• Delimit the role of shop stewards and the trade union branch during negotiations.
• Establish the role of managers during negotiations.
• Form the negotiation team that will face the staff representatives.

2

From positional bargaining to principled negotiation

• Anticipate the confrontation of positions.
• Take a stand against the most common trade union attitudes.
• Recognise the different types of negotiator.
• Gradually lead negotiations to a shift towards common ground.

3

Social negotiations: understanding the issues at stake and the different phases

• Learn the keys to strategic negotiating.
• Find the right balance between profitability and social demands.
• Recognise the challenges and interests of the company.
• Understand and decipher the needs of employee representatives.
• Prepare your negotiation, define your goal (salaries, organisation, training), conduct preliminary consultations.
• Determine the power relationships.
• Manage the implementation of agreements: from preparation to conclusion.

4

Tools for conducting an effective negotiation

• Adapt your attitude and speech.
• Learn the keys to strategic negotiating.
• Develop your openness to others with active listening: decipher messages and demands.
• Develop good knowledge of yourself and others.
• Analyse the relationship with the social partners: the personal and institutional issues inherent in staff representative bodies.
• Validate each gain obtained by the players involved.
• Take urgent precautions when conflict breaks out.