GIBS Business School

Mastering Labour Negotiations

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About the course

Labour negotiations have become increasingly complex and the incorrect approach can have costly outcomes. Improperly managed wage negotiations can lead to industrial strife and loss of business. This course is designed to empower front line negotiators and those involved in providing support to the labour negotiation process, to secure sustainable outcomes. The majority of the course will be based on practical learning experiences derived from actual negotiations which have taken place.

This programme offers a practical step by step approach to wage negotiations, designed to empower employee relations specialists as well as individuals who have bargaining responsibilities, and enable them to negotiate competently in demanding and pressurised circumstances.

How you will benefit

At the end of the programme, you will be able to:

  • Choose the right skills sets for the negotiating team
  • Pursue appropriate negotiation strategies
  • Develop the correct approach to costing wage demands
  • Prepare for negotiations in a manner that lays a solid foundation for engagement
  • Negotiate in a structured, competent and professional manner
  • Resolve deadlocks and manage industrial action, should it ensue
  • Prepare agreements for settlement
  • Avoid common pitfalls made by inexperienced negotiators
  • Gain experience through feedback from role play sessions.

Additional information

  • The basic rules governing wage negotiations
  • Types of bargaining and bargaining phases
  • Choosing the negotiating team and identifying skills sets
  • Pre-negotiation engagement
  • Costing and preparing on wage demands
  • Wage negotiation phases
  • Wage negotiation strategies
  • CCMA Conciliation processes
  • Managing industrial action
  • Settlement and agreement

Who should attend

This programme is designed for front line labour negotiators, employee relations personnel, human resources practitioners, and financial and management personnel who are involved in any way in labour and wage negotiations. It is suitable for experienced negotiators as well as trainees and personnel who, while not directly involved in the negotiations themselves, provide support services to the process by way of mandating, costing and legal advice. It is also suitable for consultants and legal advisers wishing to develop professional expertise in this area.

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