Negotiations Skills for Wage Negotiators

This course is accredited by the Services Seta and material covers unit standards 117853 at NQF level 5 and worth 8 credits.


Module 1: Wage Negotiation Legislation Context

 Understand the labour legislation in SA as it pertains to collective Bargaining.

 Understand the Collective bargaining processes

 The rights of Shop stewards in the bargaining process

 Sectoral determinations and their impact on your process

 Bargaining Council agreements and their impact on your process

 The right to disclosure of information when requested

 Understand the dispute resolution processes in the Labour Relations Act

 Understanding Strike mechanisms and processes

 Understanding Lock out mechanisms and processes

 The union federation’s ideology and tactics

 Analysis and interpretation of the company financial statements

 Understanding CPI and how it is produced

MODULE 2: Prepare for Negotiations

 Preparing the Negotiations Process

 Types of Negotiation

 Administrative Arrangements

 The Purpose of Negotiation

 Negotiation Strategies and Processes

 Stages of Negotiation

 Negotiation Strategies

 Selecting a General Negotiation Approach

 Negotiating Styles: A Comparison

 Negotiation Ranges

 The Four Pillars of a Negotiation

 Identify and Inform Stakeholders

 Obtain Mandates

 Collate and Share Information

 Anticipate the Negotiation Process and Identify, Select and Motivate Tactics

 Negotiation Tactics

MODULE 3: Engage in Negotiations

 Conflict Resolution & Negotiation Steps

 Behaviour and Conduct during Negotiations

 Communication Process

 Conduct Negotiations

 Negotiation Mistakes to Avoid

 Use Effective Communication and Interpersonal Skills

 Guideline: Steps for Constructive Feedback

 Listening

 Building Trust

 Characteristics of Good Negotiators

MODULE 4: Finalise Negotiations and Communicate Agreements

 Methods to Deal with a Deadlock

 Identify and Explore Options

 Finalise Negotiations

 Record Final Agreements

 Disseminate and Make Final Agreements Accessible

 Processes and Skills: A Summary

 Characteristics of a Durable Agreement

 Strong vs Weak Agreements

MODULE 5: Evaluate Negotiation Processes

 Opportunities and Mechanisms for Improvement

Contact Details

Contact Person: 

Julius Matose
Course Details

Course Duration: 

3 Days


R5,500 (Excl. Vat)