Productive bargaining for advocates This training module focuses on the behaviour of parties in...
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![Page 1: Productive bargaining for advocates This training module focuses on the behaviour of parties in bargaining and builds on four principles supported by the.](https://reader036.fdocuments.in/reader036/viewer/2022083009/5697bfd61a28abf838cae2e3/html5/thumbnails/1.jpg)
Productive bargaining for advocates
This training module focuses on the behaviour of parties in bargaining and builds on four principles supported by the web resource. You may adapt this for your own purposes building in exercises or additional information as required.
It may also be used in conjunction with the module on Bargaining and the Employment Relations Act 2000 available through this website.
![Page 2: Productive bargaining for advocates This training module focuses on the behaviour of parties in bargaining and builds on four principles supported by the.](https://reader036.fdocuments.in/reader036/viewer/2022083009/5697bfd61a28abf838cae2e3/html5/thumbnails/2.jpg)
4 principles of successful bargaining
PreparationUnderstand the issues and the peopleEquip the team for the process
RelationshipDevelop a strategy for maintaining the relationship before, during and after the bargaining
CommunicationListen, ask open questions and, above all, build trust
Problem-solvingExplore options and strategies for reaching agreement
![Page 3: Productive bargaining for advocates This training module focuses on the behaviour of parties in bargaining and builds on four principles supported by the.](https://reader036.fdocuments.in/reader036/viewer/2022083009/5697bfd61a28abf838cae2e3/html5/thumbnails/3.jpg)
Building on good faith bargaining
Good faith underpins collective bargaining and helps to build productive employment relationships
Factors contributing to productive bargaining are Sharing relevant information Focusing on issues not personalities Focusing on the present and future, not the past Seeking out the interests underlying the issues Recognising the other party’s interest Creating options and evaluating them objectively
![Page 4: Productive bargaining for advocates This training module focuses on the behaviour of parties in bargaining and builds on four principles supported by the.](https://reader036.fdocuments.in/reader036/viewer/2022083009/5697bfd61a28abf838cae2e3/html5/thumbnails/4.jpg)
Preparation with your team Who are the people/stakeholders?
What are the needs and issues of the other party?
What is the past bargaining history and impact on negotiations?
What are the claims/positions? reasons, cost, and priorities counter arguments
What are the interests that underlie the positions? (safety may underlie the claim for a rest break)
![Page 5: Productive bargaining for advocates This training module focuses on the behaviour of parties in bargaining and builds on four principles supported by the.](https://reader036.fdocuments.in/reader036/viewer/2022083009/5697bfd61a28abf838cae2e3/html5/thumbnails/5.jpg)
Focusing on the relationship Skilled negotiators recognise professional
relationships are to be maintained, and respect is earned, through a focus on the problem not the personalities
Parties recognise that points of difference are to be understood and respected; and common interests are to be sought out as opportunities for agreement
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Building open communication
Active listening supports problem resolution Keep quiet so others can speak Use body language that shows you are listening As clarifying questions to confirm you have heard
Open questions create understanding Clarifying questions (how many people…?) Probing questions (what criteria do you use…?)
![Page 7: Productive bargaining for advocates This training module focuses on the behaviour of parties in bargaining and builds on four principles supported by the.](https://reader036.fdocuments.in/reader036/viewer/2022083009/5697bfd61a28abf838cae2e3/html5/thumbnails/7.jpg)
Taking a problem-solving approach
Fix problems early Talk about it, take a break, brainstorm ideas
A model for complex problems Gather information Explore the problem Identify the issues Generate options and evaluate them Choose solution/s and check them
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Mediation assistance 0800 20 90 20
Mediators can assist to Unravel difficult issues Develop options Bring parties back to bargaining
You can ask for a mediator When there is a breakdown/impass in bargaining Industrial action is pending For conflict at ratification To facilitate a de-briefing of the bargaining process