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Course Description

UniServ Representatives must be ready to manage a wide range of considerations in the course of negotiations — from understanding contract language and principles of procedural justice to knowing how to "read" the table and deal with varying personality types on a bargaining team. In this final training course around bargaining behaviors, you will take a deeper dive into several critical concepts and techniques that will advance your negotiating skills.

WHAT YOU'LL DO

  • Learn the essentials of power as it relates to negotiating: its impact, its sources, and — most importantly — how to help your local attain a position of power in bargaining. 
  • Explore the various "dilemmas" of bargaining, to better understand how both sides at the table must navigate them to a point where they can each simultaneously attain their goals and manage the needs of the other side to do the same. 
  • Examine several models and strategies for issue control, so that your side is able to keep all bargaining matters in view and under control throughout the negotiations. 
  • Reflect on your learning in several self-guided reflective exercises, which will form the basis for subsequent conversations with PSEA field officers.

COURSE ASSETS 

  • Engaging reading material
  • Instructional videos
  • Several downloadable tools
  • Compelling activities
  • Three self-reflection exercises 
  • One lesson transcript
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