Description:
This course discusses performance-based negotiating, principles necessary for effective negotiating, important steps to follow when preparing to negotiate, and effective plans for conducting negotiations. This course details basic elements of labor contract negotiations, including theory and negotiation styles, how to plan for bargaining, contract language, and bargaining table behavior. The purpose of this course is to provide proven strategies for preparation before negotiation. With these tools in hand, it is much easier to get through the contract negotiations process and meet transportation needs.
Objectives:
RECALL negotiation styles.
IDENTIFY negotiation behavior categories.
IDENTIFY negotiation skills necessary to secure contracts and resources.
RECALL building blocks for establishing professional relationships in negotiations.
RECALL tips for conducting a negotiation.
IDENTIFY earmarks of a win-win negotiating strategy.
RECALL best practices for active listening.
IDENTIFY best practices for contract management.
