Labour Law Training Course 2

Day One

• Negotiating in a general sense
• Negotiating in South Africa
• The successful negotiator
• Art of negotiation
• Problem solving approach to negotiating
• Industrial relations definitions
• Collective bargaining
• Planning for negotiations
• Case preparation
• Bluff tactics
• Making concessions
• Sources of power
• How to influence others
• How to deal with a difficult proposal
• Distributive and integrative bargaining
• Negotiating conventions
• Elements of negotiation
• Negotiation phases
• How to make an offer
• Preparation for a “conflict situation” negotiation
• Uses of questions in negotiating
• Closing the negotiation

Day Two

• Types of Trade Unions
• Rights and obligations of union members
• Functions of Trade Unions
• Organizational rights
• Strikes, lock-outs and picketing
• Protest action

• Collective agreements are arrangements between a union and an employer or an employers’ organization and take precedence over any employment contract.
• Ensure an understanding and be able to interpret the agreements.
• Know the key clauses and phrases.
• Practice basic drafting techniques.

• The course participants then have an opportunity to practice their newly acquired negotiating skills in a role play / simulation of a collective agreement negotiation or alternatively a negotiation on wage and conditions of service (i.e. between a company and a Trade Union).