■ ADVANCED LABOUR RELATIONS SERIES

Negotiation Skills
Developing Negotiation Styles and Tactics to Master
the Dynamics of Collective Bargaining

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If you are involved in collective bargaining, you know the complex and multi-layered dynamics at play. Whether
you represent a business unit, government department, or union, you know that the organization’s strategic
interests and priorities are tied to how well you do at the bargaining table. But can you implement more effective
bargaining strategies that are true to your own style and the organization’s best interests? These and other
important issues are explored in our intensive five-day Negotiation Skills program, which features expert instruction
and on-the-spot coaching.

Transforming Knowledge into Action

By the end of the week, you will be better positioned to:
■ Prepare effectively for negotiations by identifying interests and developing strategic mandates
■ Open negotiations constructively and negotiate pre-agreements
■ Build skills in formulating and delivering proposals and managing impasses
■ Implement effective negotiator skills, including listening, probing, identifying interests, and mutually solving
problems
■ Cost both your present collective agreement and proposed new clauses

Organizational Benefits
■ Better outcomes from collective bargaining sessions
■ Faster and more effective preparation of negotiating team members
■ Improved labour management relations
■ Creation of competitive advantage through strategic negotiations

Essentials
5 Days / 5 Credits Takeaway Tools

Date & Location ■ Planning for Bargaining Workbook

Oct. 20-25, 2019: Kingston ■ Issues Analysis/Preparation/Framing Templates

Fee: $5,795
Apr. 19-24, 2020: Kingston
■ Negotiations Checklist
Jun. 22-26, 2020: Halifax
Oct. 18-23, 2020: Kingston

Who Should Attend

LR and HR professionals, union representatives, and
Please refer to our website, irc.queensu.ca
managers who prepare for negotiations
for the latest information on venues.

Call toll-free: 1-888-858-7838 3

 Learn. Design.
a) Understanding the Negotiation Process simulation gives your team an opportunity to
The opening component of our program identify bargaining priorities, formulate inter-
establishes the foundation on which new skills ests, and anticipate the other team’s interests to
can be based. We draw the big picture in develop a foundation for moving forward.
collective bargaining: what must the organiza- Begin to manage team dynamics by establishing
tion accomplish in the negotiation round, and roles and responsibilities, and gaining team
what are the dynamics at play. agreement on strategies.

We set the stage by: e) Introduction to Costing the Collective

Agreement
■ Defining strategic negotiations
This workshop is devoted to the art and science
■ Teasing out the dynamics of of costing the collective agreement. You get a
power/rights/interests approaches template for costing the monetary and non-
■ Identifying individual team and monetary issues of your collective agreement,
organizational capabilities and apply the information to your ongoing
simulation.
b) Building and Prepping the Negotiating
f) Negotiation Simulation: Part 2
In preparation for your extended bargaining
simulation later in the week, we explore how After forming your opening statements,
to create roles and responsibilities for effective your team meets to negotiate effective
team dynamics. We analyze bargaining pre-agreements on ground rules and process
dynamics as well, including intra-team, issues. Watch for possible turbulence in team
inter-team, and team-constituent bargaining. dynamics.

c) Developing a Bargaining Strategy g) The Union View of Bargaining

There are many crucial elements to consider in We ensure that our roster of coaches includes
crafting a strategy for your bargaining round. strong and experienced representatives of
unions. In this spirited session they offer
Here are several that are discussed: the union perspective, fielding your candid
■ Gathering and analyzing data questions and satisfying your curiosity.

■ Determining the real issues and interests h) Negotiating to Agreement

(yours and theirs) There are a number of techniques to employ
■ Framing issues for productive dialogue in order to reach a satisfactory bargaining
conclusion.
■ Gaining team agreement on priorities,
Here are several that are explored:
strategies, tactics, and processes
■ Questioning skills for distinguishing
■ Communicating with stakeholder groups
interests from positions, exploring
■ Formulating a bargaining mandate assumptions, and obtaining important
d) Negotiation Simulation: Part 1 information

Here is your chance to practise what you have ■ Creating joint problem-solving statements
learned so far this week. The first part of the ■ Negotiating without locking onto positions

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Implement.
■ Controlling destructive dynamics k) Concluding the Agreement
■ Dealing with sources of resistance Learn how to go from agreement in principle to
agreement on specifics by:
■ Linking issues and solutions for effective
resolution ■ Drafting contract language and checking for
mutual understanding
■ Packaging and re-packaging offers
■ Communicating with stakeholder groups to
i) Negotiation Simulation: Parts 3 to 5 achieve agreement and ratification.
The negotiation simulation comes to a climax
■ Reaching agreement on the entire package
during this full day of bargaining. Do team
members perform as advertised? Have you Success is close at hand, but pay attention to details.
considered all the possible counter-proposals?
l) Large Group Debrief
Prepare to be surprised by the results.
With the intensity of the simulation melted away,
j) Pre-Bargaining Rituals it is time to take stock of the lessons learned and
The bargaining process is a bit like going to a gather feedback from coaches. Begin to contemplate
dance: there are rituals, strategies, and tactics your role in future negotiations and how you
that play out beneath the surface. will enhance the competitive position of your
organization.
In this section you will learn:
■ How to set the tone for productive bargaining
■ How to prepare and deliver an opening
statement
■ How to negotiate pre-agreements on ground Learning Beyond the Classroom
rules and meeting schedules
■ How to develop a joint bargaining process/
Our learning programs are focused on your
growth:
agenda
■ Opportunities to network with high-level
colleagues from across the country
Interactive Learning
■ Coaching from internationally-renowned
Your group will be divided into management and facilitators with real-world experience
union bargaining teams that will then engage in
■ Skills and strategies that directly apply to work
a take-no-prisoners three-part simulation of a
environments
negotiation round, coached by experts in collec-
tive bargaining. Have you prepared for all the ■ Experience-based programming to test theories
possible counter-proposals? Do team members and ideas
perform as advertised? Prepare to be surprised
■ Mentoring beyond classroom sessions
by the results.

Call toll-free: 1-888-858-7838 5

 Facilitators and Guest Speakers
Gary Furlong (Lead Facilitator)
Gary has extensive experience in labour mediation, alternative dispute resolution, negotiation, and conflict resolution.
Gary is past president of the ADR Institute of Ontario, is a Chartered Mediator (C. Med.) and holds his Master of Laws
(ADR) from Osgoode Hall Law School. Gary is the author of The Conflict Resolution Toolbox, John Wiley and Sons, 2005;
the co-author of The Construction Dispute Resolution Handbook, Lexis Nexis 2004; and The Sports Playbook, Routledge, 2018.
https://irc.queensu.ca/facilitators/gary-furlong

Guest Speakers

Deborah Cooper
Deborah is currently the General Counsel of a large federal union representing almost 15,000 federal government employ-
ees in multiple departments and agencies across Canada. Prior to this role, she was the General Secretary of the National
Joint Council (NJC) of the Public Service of Canada. She was a union-side appointee to the position, having held the post
from May 2013 – June 2018. The position is alternately held by employer side and bargaining agent side appointees for a
five-year period each. The NJC is a union-management organization that is the forum of choice for co-development and
consultation between the parties within the federal public service.
https://irc.queensu.ca/facilitators/deborah-cooper

Allan (Al) Loyst

Al was a member of the Canadian Auto Workers Union (CAW) for 45 years. This unprecedented tenure provided him
with valuable insight into collective bargaining and the unionized landscape as it has adapted and transformed in
Canada. As a result of the unique roles that Al held at General Motors (GM), he has been able to utilize his skills to play
an integral role in assisting the membership in obtaining solid contracts and fair employment.
https://irc.queensu.ca/facilitators/al-loyst

Al Orth
Al is an accomplished human resources professional with an extensive background managing in complex union and
non-union environments, within both private and public sectors. During his senior HR management career, Al has held
executive responsibility for the strategic and operational direction of all human resource and labour relations functions.
As a seasoned negotiator who has conducted over 100 contract negotiations involving over 2 dozen different unions in
6 provinces, he has established a reputation as a skilled and innovative interest based problem-solver, who develops and
builds relationships along with creative solutions
https://irc.queensu.ca/facilitators/al-orth

Mercedes Watson
Mercedes Watson is a senior partner with a boutique-consulting firm and a portion of her consulting practice focuses on
labour relations issues. She is a regular facilitator at Queen’s IRC where she provides her expertise to core courses
(Negotiation Skills, Strategic Grievance Handling and Managing Unionized Environments) and travels throughout Canada and
to Trinidad (Arthur Lok Jack Graduate School of Business) on behalf of Queen’s IRC to deliver customized training to
organizations and their union and/or management groups.
https://irc.queensu.ca/facilitators/mercedes-watson

The roster of guest speakers may change. We will do our best to keep you informed of program changes.

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Registration Kiosk

Negotiation Skills

Developing Negotiating Styles and Tactics to Master the Dynamics of

Collective Bargaining

We offer four easy ways to register: Cancellation Policy

Web: Complete the online form at: irc.queensu.ca Substitutions are permitted with no penalty 8 days or
Telephone: Reserve by calling toll-free: 1-888-858-7838 more from the program start date.
Fax: (613) 533-6812 Substitutions 7 days or less before the program start
E-mail: irc@queensu.ca date will be subject to a $500 charge.
Confirmation and information on program location, Transfers and cancellations are permitted with no
check-in time, and agenda will follow. penalty up to 15 days prior to the program start date.
Transfers and cancellations 14 days or less from the
Registration and Fees program start date will be subject to a 100% charge of
Program fees include tuition, workbook materials, the program fee.
lunches, and some dinners. For all programs, payment
in full is required one month before the program Location and Accommodation
begins. Please refer to our website, irc.queensu.ca, for the latest
Register 60 days prior to a program and save $300 on information on venues.
the tuition of four- and five-day programs, and $150 on
two- and three-day programs.
Register three people from the same organization
in the same program at the same time, and receive a
10% discount on program fees. Register five or more
people in the same program at the same time, and
receive a 20% discount.
If you know you will be pursuing a Queen’s
Certificate and would like to remit tuition in one
payment before your first program, we offer a special
fee with a considerable saving. Contact our Program
Administration office for details.
Note: Only one discount may be applied.

Call toll-free: 1-888-858-7838 7

Queen’s IRC
Executive House
275 Ontario St., 3rd Floor
Kingston, ON
K7K 2X5

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