EB Module 4: Negotiation Skills for EB Teams
Module Overview
This module is designed to equip the bargaining team with basic negotiation skills. It is recommended that this training be provided to the team as close to the commencement of negotiations as is practicable.
Module Objectives
By the end of this module participants will be able to:
- Identify links between the negotiation strategy and membership campaign
- Identify the roles and responsibilities of negotiation team members
- Prepare arguments in support of the Union’s position in bargaining
- Outline the reasons for caucusing
- Discuss a number of possible negotiation tactics that could be used by team members
- Identify priority negotiation items and discuss the question of flexibility within negotiations.
- Outline some basic principles for recording negotiation outcomes and progress.
Module Content
- Developing a negotiation strategy
- The role of individual team members
- Reporting to members
- Preparing arguments
- Caucusing
- Bargaining tactics
- Trading
- Recording Outcomes