Every collective agreement, every grievance, every difficult conversation between management and staff comes down to one skill: negotiation. Getting it wrong costs organisations time, money and trust; getting it right protects both sides. This advanced course from the Arab British Fellowship Training Academy builds that skill from the ground up, giving participants the scientific concepts and practical strategies behind successful negotiation, along with the confidence to close deals and manage the problems that come up along the way.

The course is grounded in an understanding of negotiation's nature, components and risks, and covers the latest trends, methods and strategies in the field — from planning and preparing for a negotiation to the tactics needed to manage a session once it starts. Core areas include the foundations of successful negotiation and its stages, how to apply different negotiation methods across different circumstances, and securing the best possible outcome while protecting relationships with clients and suppliers. Negotiation is treated as equal parts intuition, science and art, including the behaviours and attitudes that shape how a negotiator is made rather than born — with hands-on practice in preparing for, running, and handling difficult behaviour during a negotiation.

Course Outcomes

• Build the knowledge and skills to structure and negotiate collective bargaining agreements within the framework of labour relations law.
• Develop genuinely effective negotiation skills that produce positive outcomes.
• Handle different personalities and apply communication and negotiation strategies that lead to successful deals.
• Apply best-practice negotiation models to develop a personal, effective negotiating style.
• Represent employees and resolve workplace issues during negotiations.
• Ensure employers meet their obligations to staff and address suspected workplace violations, including on matters such as wages, working hours, retirement, health insurance, health and safety, and sick leave.

Who Should Attend

• Human resources and labour relations staff and managers.
• Executives.
• Union organisers and trade union representatives.

Module 1: Trade Unions and the Collective Bargaining Environment

• The collective bargaining environment and process, and its participants.
• Organisational rights under labour relations law.
• Collective bargaining structures and agreements in the United Kingdom.
• The definition of trade union rights, and the role and importance of trade unions.

Module 2: Negotiation Strategy and the Legal Backdrop

• General principles and strategies for negotiation.
• Labour relations negotiations and relevant legal precedents.
• Core negotiation strategies.

Module 3: Negotiation in Practice

• The characteristics of a win-win situation.
• The negotiation game, and the PRAM model.

Module 4: People Skills at the Table

• The communication skills negotiation requires, and interpersonal skills.
• Negotiation behaviours, and how personality shapes negotiation.

Module 5: Managing Conflict and Resolving Disputes

• Integrative versus distributive negotiation.
• Conflict management, and alternative dispute resolution solutions.

Course Format

• In-house training
• One-on-one training
• Group training
• Practical training

Note
We can offer this course at the location and time that suits you. This course is provided at a high standard for important individuals. For more information, contact the Arab British Fellowship Training Academy.