WEBINAR: A Bigger Pie – Value Creation in Collective Bargaining

Instructor:  Commissioner Andrew Hasty

Date:  October 28, 2020

Time:  1:00-2:30 pm EASTERN STANDARD TIME

Location :
This course is being offered online as a live webinar.  After you complete registration, you will receive a link and instructions for logging in and participating a few days before the webinar.

Description:

Many people say they dread negotiating and avoid it whenever they can. Why? Typically, we view negotiation as a competition in which one party’s gains come at the expense of the other party. What we often overlook, however, is the fact that most negotiations allow for both collaboration and competition. Add the collaborative element of negotiation to the table, and the process becomes not only more enjoyable but also more rewarding.

Value is created -the pie is enlarged – in negotiations by committing to a “win-win” approach where even opposing interests can generate mutual gain. The primary way to create value is to focus on the underlying interests of the disputing parties — why do they want what they want? By sharing information openly and communicating with one another, the parties work to find shared interests and create joint value. Creating value not only makes it more likely that both sides will get something they want out of the negotiation, but also encourages creativity, builds better relationships, and can lead to innovation.

In this interactive and engaging 90-minute webinar, you will learn how to apply basic principles of win-win negotiation to build rapport, identify sources of value creation, recognize interests, and craft solutions that benefit everyone.